Find Prospects and Make Them Clients 3 Types of Prospects to Go After in a Volatile Economy "Where Do I Find New Clients?" A 3-Step Guide for How to Begin the Process The Power of Anecdote and Agenda: Researching Your Prospects' Buying Patterns

Lead generation has taken top priority in these challenging times. After we cast the net out wide looking for prospects, the next step is to look through our catch and throw back the fish we don't want. Here are three kinds of "keepers" that we want to add to our pipeline.

1. Ready and Willing

The first and most obvious: these are folks who are willing and ready to buy. They aren't just qualified, but ready. Discriminating buyers have redefined urgency, so lead generation activities not only have to attract but also create a "do it now" reaction. Many campaigns are good at the former at the expense of the latter.

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