2) Finding Your Target Customer:
How To Find a Professional Services Firm
Though you can send away for directories for Professional Services Firms in your area, there are really two ways that are quite easy.
Direct Contact: All firms in your area are listed in the phone book and most phone books organize this area in the same general fashion. To find these types of firms, look in the yellow pages. Lawyers will be listed under “Attorneys”. Within this section it will be sub-divided by the type of law they specialize in (Criminal, Real Estate, etc).
CPA firms will be listed under “Accountants,” while Engineering firms will be listed under “Engineers,” and also sub-listed by their specialty. Once you have identified the firms you would like to target for their sign and identification business, simply phone each firm and ask for the name of the Office Manager. Under Step 4 of this Sales Campaign we will discuss converting this contact into a sale.
On the Web: The downside to the Direct Contact method mentioned above, is the yellow pages will not tell you how large the firm is, and therefore how large the potential sale could be. Not so, using the web. Like other customer targets, the web is a great source to identify the size of the firm, the name of the Office Manager, and the email address of the Office Manager and every principal in the firm. Most of the larger firms have web sites which provide not only the names of people with their area of responsibility, but logo and, if they have one, tag lines and other important elements to use in your design and presentation.
Just Click to Find Professional Services Firms in Your Area
Law Firms: http://www.directory.findlaw.com/
CPA Firms: http://www.cpafirms.com/Firmlist/firmlist.cfm
Architectural Firms: http://www.aia.org/consumer/
Example of Law Firm Website
Office Manager: Linda Jones
Education: Born and raised in Crook County, Linda graduated from Crook County High School. Linda attended Linfield College and returned to marry her high school sweetheart, Rick Jones.
Work Experience: Linda was employed with the Judicial Department in Jefferson County for seventeen years. Linda was Judge Nelson's Judicial Assistant for her last six years with the Judicial Department.
Volunteer Experience: Memberships; Linda is a member of the National Association of Legal Secretaries, Central Oregon Secretaries Association, active in the St. Marks Episcopal Church and the Jefferson County Livestock Growers. send mail to lind@tahanck.com
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