| After you write your long sales letter, you need | | | | X-ray, digital imaging software and all the patient |
| to know who to send it to. In this article, you'll | | | | chart management. You know exactly what to do |
| learn where to find an advertising list and trade | | | | with a dentist's office. So it makes sense to look |
| organization listings to help with your IT marketing | | | | for other prospects that are just like these |
| efforts. | | | | dentists because it's a lot easier to sell to them. |
| Advertising Lists | | | | Hang out Where Your Clients Do |
| For list selection, you have many choices. If | | | | The best way to reach those kinds of prospects |
| you're looking for recommendations, especially in | | | | is to look around for the trade groups that this |
| the U.S., it's really simple. You have list compiler | | | | particular occupation or industry would belong to. |
| companies like Zap Data ( and InfoUSA ( For | | | | Go to their meetings and conferences, and take |
| your IT marketing, they're a good place to start. | | | | out a table in their local expos. Become active so |
| Tip: For renting mailing lists outside the U.S., start | | | | you can be a panelist on something |
| looking at: | | | | technology-related or write an article for one of |
| · Accountable List Brokers - ( in Australia | | | | their industry publications. The key here is to get |
| · List Angels - ( in the United Kingdom | | | | referrals. |
| · InfoUSA also has Canadian lists ( | | | | Don't Over-do It |
| To go deeper, look at the local chambers and the | | | | Don't run out to join more than two or three |
| industry trade groups where you can skim out | | | | industry organizations at a time because that can |
| some additional contact information for your IT | | | | easily take up a big chunk of your week. Ease |
| marketing list. And certainly don't overlook your | | | | into this over the next couple of months and get |
| local newspapers and business journals for | | | | reasonably active. Don't get to the point that it |
| additional leads. | | | | starts digging into your job like getting on the |
| Getting Involved in Trade Organizations | | | | board of directors or anything thing like that. But |
| Over time, you will build up your IT marketing | | | | you do need to go to the meetings. If you go a |
| client list and end up with two clients that are, for | | | | few times a year, you will start meeting enough |
| example, dentists. You have experience in installing | | | | people to make the word of mouth referral |
| small LANs and setting up networks and all the | | | | potentially significant. |