The hard part is sifting those lists through a screening process that yields the names you want. Look at the obvious sources, but also consider your industry's members and what they must do to become or remain involved. You need to ask yourself where these people appear. Don't forget the incredible number of business directories available for prospecting. There's no way your regional consumer event has bagged every possibility in the local Yellow Pages .
National directories offer even greater opportunities for new blood.
Consider, too, the latest electronic and on-line listings. In the public eye Publications, in general, are a proven source for prospecting. New Hope Communications in Boulder, CO, uses its monthly magazine advertisers in Delicious and Natural Food Merchandiser nearly exclusively to drive exhibit sales for its two annual Natural Products expos, of 200,000 and 400,000 square feet. Throughout the year we run exhibitor information and contact numbers, and our advertising salespeople talk about our shows as they sell. Another source for prospects is the calls that come in in response to bylined articles in trade and consumer magazines.