1. Prospecting on a Shoestring Budget
Maria Semple, The Prospect Finder LLC
www.TheProspectFinder.com
June 9, 2010
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3. Free & Low-Cost
Resources
• Your Library Card: Why it’s The Most
Important Card in Your Wallet
• Local Business Resources
• Websites useful to grow your business

4. Publiclibraries.com

5. Library Online Resources

6. New York Public Library
Business databases

7. Apply Online for a Card @
nypl.org

8. At last count, there were over 80 databases
available from your home or office
computer. (nypl.org)
You don’t even need to visit the library in
person!

9. ReferenceUSA

10. ReferenceUSA
Custom Search page: Businesses

11. Sample search: Businesses within 5 mile-radius of 08807; Female
Executive; 10-100 employees; $1mill-$10mill sales.

12. Custom Search Page:
U.S. Residential Database

13. EBSCO Host:
Links to Articles

14. Proquest:
Newspaper & Magazine Articles

15. Encyclopedia of
Associations
• Use this resource to find allied
professionals
• Points to websites of the national
organization
• Provides a general description of the
association
• Visit websites & find local chapter
meetings for the associations
• ATTEND THE MEETINGS! NETWORK.

16. Encyclopedia of Associations:
Sample Search on “CPA”

17. “CPA” search yielded 23 results nationally.
It’s worth your time to find out where
your referral partners are congregating.
Don’t forget to search on variations such as
“certified public accountant”. May yield
more results for you!

18. If all else fails….
• Most states have Reference Librarians
standing by to help you.
• Access them via chat online at your local
or state library level.
• Accessibility is 24/7 !!
• They are an underutilized resource and
now YOU know how to find them.

19. Example:
QandAnj.org

20. A transcript of your entire chat
will be emailed to you with
answers embedded!

21. Local Business Resources
• Chamber Directories – Usually searchable
online.
• Regional Business News
• State Business News
Business News resources like to highlight
the SUCCESSFUL business owners.

22. Njbiz.com

23. Profiling Top Companies with
contact information on each:

24. Websites Sampling
• LinkedIn
• Property databases
• Charity databases/Family Foundations

25. LinkedIn
• Make sure your own profile is 100 pct
“complete” before you proceed to invite
connections.
• Be compliant with your firm’s rules.
• Use the Advanced Search feature to find
prospective business.

26. Prospecting with LinkedIn
Maria’s Top 5 Tips
1. Make sure your own LinkedIn profile is
100% complete (or as close as possible).
LinkedIn will provide you with tips on
making it complete.

27. #2
2. Broaden your own network by inviting
those people you already know to connect
with you. LinkedIn provides you with step-
by-step instructions for sending invitations
to your email address database and you
can view those instructions by clicking
http://bit.ly/9vuBZZ.

28. #3
3. Peruse the list of your First Degree
Connections to determine who else THEY
are directly connected to. Ask to be
connected to people you identify as your
ideal prospects.

29. #4
4. Join LinkedIn Groups! Find out where
your target market has joined a Group on
LinkedIn and join the group yourself.
Share discussions and news articles that
will help position you as an expert in your
area and invite Group members to connect
directly with you.

30. #5
• Use the “Advanced People Search” tab to find
anyone on LinkedIn who is in your target market.
Use the “keywords” field and narrow your search
results by geography, industry, degrees of
separation, Groups, etc. You can even search
by your alma mater, giving you an instant reason
to connect with someone new. This technique
alone will turn up a goldmine of new contacts.
Last step: Extend invitations to connect.

31. LinkedIn:
Advanced Search

32. Sample search: Rutgers graduates within 10-mile radius of 08807:
7,518 results; 321 are 1st or 2nd degree connection;
10 list “in transition” on their profile

33. Property Databases:
Find Nearby Homeowners
• Sometimes accessible through local
newspapers via their website.
• Often available directly by searching
Google for the town name and assessor,
e.g., +Dallas +Texas +assessor
• See if you can sort search results by
highest home value to lowest

34. MyCentralJersey.com, Data Universe
Public Records including statewide property info

35. Zillow.com
• Search properties nationwide
• See pictures of home & surrounding
property
• Access assessed value & tax information
on the home
• Note: Homeowners names not available
on this website.

36. Charitable Organizations
Guidestar.org
• Find local nonprofit organizations
• Find family foundations
• Refine results geographically
• Free & fee-based portions to this site

37. Guidestar: Advanced Search Tab

38. Sample: Keywords “family foundation” in New Jersey
= 1,147 results

39. About Maria Semple: Maria Semple, Principal of The
Prospect Finder, LLC, an experienced researcher,
trainer, and frequent speaker on prospect research,
consults with non-profit organizations and financial
services firms interested in finding their best prospects
for long-term business relationships. She is the author of
two downloadable and interactive prospect research
tools, filled with dozens of prospecting resources. The
Prospect Finder is also a Constant Contact Solutions
Provider, assisting small business owners and nonprofits
with their e-marketing and surveying needs.
http://www.TheProspectFinder.com

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