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Where to Find Customers

Develop a Target List

There is nothing like looking, if you want to find something.

—J.R.R. Tolkien, The Hobbit

Now that you have developed an online presence, chosen a product to lead with, learned about your product, and developed a ranking system to guide you to your targets, you need a list of targets.

When developing your list, there are two things to keep in mind—how you approach customers and how you determine if they are a good fit. The ranking you did in the last chapter addresses the issue of good fit.

The number of initial prospects you have is influenced by a few factors. First, are you in a transactional ...

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