How to Build B2B Prospecting Lists Using SIC Codes (UK)

If you sell to UK businesses, SIC codes are one of the fastest ways to segment the market and build targeted prospecting lists. Used properly, they let you go from “any business” to “the exact type of business I help” — in minutes.

In this guide we’ll cover how SIC codes work, how to pick the right ones, what can go wrong, and how to combine SIC with other filters (like incorporation date and location) to find high-intent accounts.

Why SIC codes are powerful for prospecting

• Instant market segmentation — build lists by industry without guessing
• Repeatable targeting — once you have your “ideal SIC set”, you can run it every week
• Scales cleanly — 50 companies or 50,000 companies use the same filtering logic
• Pairs well with intent — combine SIC with “newly incorporated” to find buyers early

Step 1: Start with a plain-English ICP (then translate to SIC)

Before you touch any data, write your ideal customer profile in normal language:

• Industry: e.g. “UK web design agencies”
• Who they sell to: SMEs, enterprise, B2C, etc.
• What you solve: lead gen, accounting, insurance, compliance, etc.
• Exclusions: e.g. freelancers, charities, holding companies

Then translate that into SIC codes. For example, “web agencies” often map to combinations like:

• 62012 — Business and domestic software development
• 63110 — Data processing, hosting and related activities
• 73110 — Advertising agencies
• 74100 — Specialised design activities

Important: SIC codes are not perfect. Many agencies choose broad codes, and many businesses pick whatever looks closest on incorporation day. Your goal is coverage + relevance, not mathematical purity.

Step 2: Use multiple SIC codes (and treat them as a “target set”)

Most strong prospect lists use 5–25 SIC codes, not just one. A single code is usually too narrow, and a broad code is usually too noisy.

A practical method to build your SIC set

1. Pick 3–5 codes you’re confident about.
2. Pull a sample list.
3. Scan 50–100 companies manually (websites, names, descriptions).
4. Add codes that capture “good misses”.
5. Remove codes that create obvious noise.

Step 3: Layer in intent signals (so you contact buyers at the right time)

SIC is “who”. To get to “who is buying now”, layer in timing and signals.

High-intent filters that work well in the UK

• Incorporation date — e.g. companies incorporated in the last 7 / 30 / 90 days
• Postcode region — build territory lists for sales teams or local services
• Company type — LTD vs LLP (helps for certain services)
• Director signals — first-time directors vs serial founders (depends on your offer)

For many B2B services, the “sweet spot” is reaching businesses within their first 30–60 days of incorporation — when they’re setting up banking, insurance, accounting, telecoms, and suppliers.

Step 4: Avoid the 5 most common SIC-code mistakes

1) Treating SIC as truth

SIC codes are self-reported. Use them as a strong hint, not a perfect label. Always sanity-check with samples.

2) Targeting ultra-broad codes

Broad codes inflate list size but destroy relevance. If you need volume, widen your SIC set thoughtfully rather than picking a catch-all.

3) Ignoring multi-code companies

Companies can have multiple SICs. Don’t discard a great account because it has an extra code you don’t care about.

4) Forgetting exclusions

Some codes reliably produce noise for certain offers (e.g. holding companies, dormant-looking entities). Keep an exclusion list you can reuse.

5) Not updating your SIC set

Your best codes change as your positioning changes. Review quarterly: add winners, remove noisy codes.

Step 5: Turn your SIC set into a repeatable weekly list build

Once your SIC set is stable, the workflow becomes simple:

1. Pick your SIC code set (your “industry definition”).
2. Filter by incorporation date (last 7 days is a common cadence).
3. Add region if needed (UK-wide vs specific areas).
4. Export and enrich (website checks, routing, outreach).

FAQ

Are SIC codes available in Companies House data?

Yes. Companies generally provide SIC codes at incorporation, and they appear in company profile data. Coverage varies by company and SIC accuracy depends on self-reporting.

How many SIC codes should I target?

Most teams start with 5–15. Grow the set as you learn which codes correlate with real fit. Always validate with samples.

What’s the best outreach window for newly incorporated companies?

For many services, the first 30–60 days after incorporation performs best. The company is actively setting up suppliers and systems.