vB Easy Archive - Small Business Leads-suggestions, ideas, etc.

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Small Business Leads-suggestions, ideas, etc.
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Posted by: smg1976

How are you getting yours? Walk-in traffic? Cold-calling on the phone?

We get constant pressure to submit SBA leads (in our store, it's 2 a week per rep in a relatively steady store with 5 FT reps). The new forms we use have questions like "What solution did you offer?" and "What brought them into the store?" and "What will it take to close this deal?". So it's not just like you can fill out the form, send it to the appropriate parties, and hope for the best. That's not a quality lead at all.

It used to be that in desperation, a rep who was having a slow month would just pick random businesses and submit them (I know, that's not a lead in my opinion either).

With cold-calling, about the only really great thing I came up with is to first ask for the decision maker, introduce myself as someone from the local AT&T so they don't think I'm a telemarketer, and offer to do a free review of their bill and see if I can save them money every month, and take it from there.

In our area, our biggest competitor is Sprint/Nextel with the PTT. Since our PTT is obviously not our main area of focus (even though we offer it on many phones), I always try to focus on the benefits of our network, and the cost-savings the business will see.

I'm completely open for suggestions.

Posted by: classylady78

I always ask people where they work. A lot of times leads can be generated out of that conversation. We don't do cold calling at our store. I get lucky a bunch though, and have someone come in and tell me that they want x amount of lines on a business account.

Posted by: SuxBeingU

Does your store have a membership to the local Chamber of Commerce? a great source for local business contacts and sales.