MRL #103- How To Build A List Of Prospects In Your Niche (For FREE)

You don’t need expensive tools like ZoomInfo, MiEdge, Leo, or InsuranceXdate to build a great prospect list.

With a little know-how and 20-30 minutes you can do it for free.

And build a list so big you’ll have more names on it than you can call on in a year.

Don’t believe me?

Here, I’ll show you.

Meet Dun & Bradstreet’s free Business Directory.

First, type in dnb.com/en-us/ and select “Business Directory” from the top search bar.

Next, scroll halfway down the page to “Industry Directory”. Select your industry of choice. For our example, I’ll select “Manufacturing”.

A drop down menu will appear. Choose the first option which is all “manufacturing”.

On the next page select “Geographic Segmentation”.

On the next page scroll down and select your country of choice.

On the next page make sure to ignore the intial search results. Scroll down to the bottom of the page and select by state:

Congrats, you know have a list of all the companies in [industry] in [your state of choice] listed from “most” revenue to “least”.

Since you’re a mid market Producer, you’re probably not going to chase the first few comapnies like The Kraft Heinz company.

So scroll down to the bottom of the page and find the list of page numbers.

For our example, I’m going to go ahead and skip a bunch of these companies and choose page 10 (remember they’re organized by revenue most to least).

Every state and industry will be different. You may or may not have to jump ahead so far.

Once you’ve selected the right page and found companies at the upper range of your ideal prospects go ahead and start highlighting the page. Then right click and select “copy”.

Next, open up an excel sheet and start pasting into there.

Then proceed back to page 11 and repeat. Then page 12 and repeat. Continue repeating until you’ve built yourself a big list of 300 - 1,000 companies.

Admittedly, it comes out a bit clunky in excel.

It’ll look something like this:

I realize this isn’t optimal. But it’s a helluva lot better than using Google.

You will probably have to manually enter into your CRM. But such is life.

I Have One More Suprise For You

Bookmark your search in your browser so you can come back to it whenever you want.

You’ll want to.

Because each business name is actually a link to more info about each company.

And inside it actually gives you the name of the key prinicipal and the company’s website.

Pretty cool, right?

You now have a huge lead list ranked by revenue, their website, and the name of their key principal.

Put that in your pipe and smoke it.

Go ahead, give us some props. We know you’re impressed.

A moment of silence while we soak up your adulation and praise.

Ok, enough of that.

Onward…

Again, this isn’t perfect. But if you don’t have access to one of those expensive databases and you don’t want to fool with the phone book or Google search—it’s a pretty awesome resource.

A bit clunky, yes.

But, I’d have killed for something like this when I first started.

To recap:

1. Go to Dun & Bradstreet

2. Select Business Directory

3. Select Industry

4. Select Country

5. Select State

6. Scroll pages based on revenue size

7. Copy/paste pages into Excel

8. Bookmark search

9. Use as reference when calling

See you next Sunday.

Kick ass take names,

Maximus F. Revenue IV

(Micah & Trey)

P.S. Looking for a step-by-step system to build a book-o-biz from scratch? Check out Producer Playbook.

This is literally the process Micah used to build two $1,000,000+ books from scratch with cold outbound.

Price was suppoed to go up last week. But we’re having trouble with our checkout cart.

Our technical incompetence is your good fortune. Get it while the gettins’ good.