Go to Market Strategies has a great short article on how to qualify leads by profiling your current customer base. This is one of the first things we do when creating a marketing plan for a new client. It’s amazing the amount of information you can glean just by looking up your existing client’s profiles (guerilla marketing hint: most local libraries have online business databases containing Dun & Bradstreet info).
Once you profile your customers, you’ll be able to order better email and direct mail lists and even target your online efforts more effectively.