Some Holiday Gift Giving —DeWese

Nadine, your gift is a prospecting plan. First you need a list of qualified prospects. I could write a book about this subject alone. Your list of prospects should contain print buyers who purchase printing that fits your plant.

If you work for a small, half-size sheetfed or digital equipment company, then you want to include print buyers who purchase work suited to your equipment mix. Or, if your company runs full-size heatset web presses, then your list should include print buyers who buy medium- to long-run magazines or catalogs. In fact, your prospect database should contain a dossier of information about the prospect and his/her company that far transcends name, addresses and phone number.