They aren't going to spend much time browsing in alpha or GEO lists if they have to visit more than a few sites to get the lay of the land. We mail a six-card flight to 6,000 companies at a time. Since the service is offered without cost, we seldom fail to connect. Our publicity includes worthy news events and search announcements. Other campaigns include multi-city press conferences with separate advertiser and agency seminars.
Clients now search nationwide, even worldwide, for the best agency they can find.
In reaching out, some mechanism is necessary to sort qualified candidates into smaller selection-sets. We all want the client search to be unbiased. You be the judge. Add the cost of collateral mailings, postage, telephone and computers and it's even less. If you've never done so, tally your expenses to see what answering a typical RFP costs your agency.