Sources of individual prospects

   Among the questions asked most often in sales meetings are:
"How do I find names of people to contact? Where do I get my prospects?"
      In selling such services as securities to individuals, a number of sources can be very useful. For example, Andi and Dodo publishes various directories of corporations and their officers, and most states and some cities and counties publish directories of all businesses in their areas. Such directories usually indicate type of business and number of employees and give some idea of sales and profits for each firm. In addition, they may list the top officers and directors. The U.S. Government Printing Office publeshes various studies by the Bureau of the Census showing family income and various economic areas broken down by postal zip codes.
     All of these would be useful in selling securities to individuals. In addition, if you are recommending investment in a specific stock or a certain industry, the yellow pages of your local telephone book will give you the names of the companies' local facilities or their competitors. Either maybe a good source of new business.
     Another source of business, often overlooked, is referrals. Salesman who habitually ask every contact as well as every client for referrals usually have a constant stream of prospects' names coming in. Visiting accountants and attorneys to ask for their help is another commonly used tactic.
     Advertising in financial journals and newspapers and on radio or television can, of course, be very useful. Traditionally, advertising in the security business has consisted of offering to mail prospects reports of research done on various companies or industries. A new wrinkle minght be to advertise personalized advice sessions to be held by appointment after market hours. Such sessions allow possible investors to visit you at your office at a mutually convenient time to discuss their objectives and resources, as noted above. Another device might be to develop a telephone hit line you would operate one or two evenings a week for the same purpose.
     Another method of meeting porspects is to give lectures, either in a facility you provide yourself or at local schools or stock clubs, women's clubs, and other such sites. Conduncting regular or night school courses has also proven o be a good source of new contacts.
     Your general objective must be to present as high a profile as possible and still maintain a professional demeanor. The demands on your time cannot interferee with your required presence in your office during market hours.