As sales people work to create lists of potential customers and prospects to contact they need to consider a good profiling targeting group to consider when cold-calling. I have been in business for 27 years and although my business was unique to other types of businesses I can use it illustrate a point here.

Power Washing companies are in the business of washing fleets of vehicles and cars at people's office buildings. When our marketing teams would open up a new city for a new franchisee we would often make cold calling lists. Many times we would go through the Yellow Pages and write-down phone numbers of companies that work in the area.

As our marketing teams and crews grew to between five and seven people and we spent 1 to 2 days cold calling we needed to add more prospects to the list otherwise we were run out of people to call. Then we considered expanding the potential customers who might use our service and added new categories of target markets.

We came up with a saying; God made dirt all the first day a and dirt gets all over everything and therefore anyone who owns anything and that means everybody is our potential customer a and they want the services we are selling; they just don't know it yet. Perhaps you will consider that in 2006.