Prospect Qualification

Prospecting for Web Development Clients

A web development company sought additional clients. Their immediate difficulty was not too few prospects, but too many -- it seems everybody has a web site these days.  But how best to select prospective clients in the best position to benefit from their services?

With Aware Research they defined criteria including front page length, quantity of links, key phrases, possible spelling errors, readability indices, presence of flash or video content, JavaScript, meta-tags, and whether the site passes the W3C tests.

A visual screenshot of the full-length front page of each prospect's web site was included in the sortable rankings report, adding quick convenience and providing a reference for later comparison.

Now that they could effectively review their prospect base, they realized that their list of local web site URLs (based mainly on business survey data) was incomplete.  With Aware Research they created a project for automated discovery of web pages of locally owned or managed businesses.  We won't say here how we did it, but we discovered about twice as many as were available from the highly respected business directory.

The client saved hundreds of hours and thousands of dollars focusing first on their most highly ranked prospects, of which they now have three times as many.

Who's Who?

A manufacturer of a new robotics technique needed a list of key influencers in the field. While standard mailing lists are available by industry classification, they provide names only of top management rather than top scientists or engineers.

With Aware Research, this client was able to specify search and extraction for a comprehensive list of names consisting of inventors of patents, authors of papers, heads of laboratories and members of robotics associations.

The quality and precision of these leads paid off well in providing a realistic sense of who's who in the field and who best to approach.

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