Find prospects nearby
Try the radius feature to locate prospects who live closest to your location. A physician's clinic sends a monthly health tip to all residents within two miles.

Use all methods of communication

By using more than one communication technique, you will be more effective and successful closing deals and keeping current customers. infoUSA - City Directories continuously updates addresses, so you can be sure your mail gets delivered. A follow-up call within five days can increase conversions. Or, call ahead and tell them to watch for your mailer coming soon. And don't forget to send e-mails from the contact manager. E-mails are quick, inexpensive and can be personalized for each contact.

Street Search If you travel and knock on doors, Street Search is one of the most useful tools you'll find. You can type in a street name and see all the businesses in a logical order. You can easily make your trip more profitable by concentrating on other businesses on the block.

Try high-income prospects
Executives and Professionals have high disposable incomes, and they are willing to spend money on anything that saves them time. Try this if you sell travel services, meal delivery, house cleaning or laundry services, auto detailing -- any convenience service that helps a business professional save time.

How to make your direct mail work better

1.	The offer will be the #1 factor in whether your mailer gets a response. Make an irresistible offer, make it crystal clear and repeat it 3 times. Nothing works better than "free." You must have a time limit. This gives people a sense of urgency to come in or call right away.
2.	The words must grab their attention. You can't bore someone into buying. Be lively. Some of the most persuasive words are: discovery, easy, guarantee, health, love, money, new, proven, results, safety, save, you, free, bonus, success, order now.
3.	The more times you mail, the higher your response rate. For the highest response rates, mail more than once. We mail to our customers every single month. At the very least, you should follow up your first mailing with a personal phone call or a second mailer within two weeks.

Six lessons for selling success:

1.	Be sales oriented from the top down. Selling is the lifeblood of every business and the person at the very top has to be the chief sales officer.
2.	Learn from successful businesses: find out what made them successful. Ignore any shortcomings they may have and concentrate on their success traits. Put those traits into action in your business.
3.	Be creative. Try different offers, different databases, different geographies. When the data is unlimited, it's risk-free.
4.	Listen to the market and react quickly. After every mailing or calling campaign, keep track of the responses and store notes on each contact.
5.	Use information to your advantage. Look at every record and study the details.
6.	Engage and connect with people. When you talk to your customers or prospects, get 100 percent involved in them. It builds trust.

Persistence pays off. Mail every month.
In 1978, Robert "Sooty Bob" Daniels founded Copperfield Chimney Supply Inc. "I had just began a wholesale firm specializing in selling to chimney sweeps, but there were no lists of chimney sweeps. I called Vin Gupta at infoUSA. He made the list from scratch. The names were like gold to me. I mailed our small catalog and followed up tickler pieces month after month for many years. We got huge response rates early on – like 20 percent. About the early 1990s, we had nearly every sweep in the nation buying at least something from us every year." Copperfield has grown from a one-man operation to a national network with 150 employees, six warehouses and three manufacturing plants serving more than 90 percent of the chimney professionals in the United States.