I Need To Generate LOCAL B2B Leads

9 years ago

There are many tools you can look into such as https://www.reputationloop.com/localizer-lead-tool/
you can use another one named local lead boss, yellabot, mobile renegade, ect.. if they are still available. Try a google search on those products listed.

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writeaway

9 years ago

You might want to engage them via linkedin

It's more professional

Plus you have more opportunities to build your credibility

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Regional Warrior

9 years ago

I would repost this in the Offline sub forum there are lot of experts who will help you

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Mattdawg841

9 years ago

If it's a local business you may want to try this…it's not an online thing but I've done it before to grow my brick and mortar business and it worked great…

Simply go into the business you want to network with and simply ask them who you would speak with about sending new customers to them. This will almost always get you to speak with the decision maker/owner of the business. And if you really wanted to rapid fire this, you can always call and do the same thing!

It worked great for me to meet local business owners and helped grow my business!

I hope that helps and good luck!

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HappyStudent

9 years ago

Thanks to each of you for the great information, suggestions and sharing your experiences.

Thanks
1 reply

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BGH

9 years ago

Is your goal to sale digital marketing services to local businesses? If so, let me know and I can give you a few ideas. I have been doing it for the last three years.

Thanks
2 replies

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HappyStudent

9 years ago

Originally Posted by BGH

Is your goal to sale digital marketing services to local businesses? If so, let me know and I can give you a few ideas. I have been doing it for the last three years.

I am wanting to add digital to my arsenal so please, yes! Anything you may be able to share would be incredibly valuable.

Thank you for your generosity to share your thoughts, ideas and experiences.

Thanks

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HappyStudent

9 years ago

I'm not sure how I missed this post. So sorry for the delay in responding to you.

Of course I would like to hear any and all of your ideas...though my marketing services are not DIGITAL...it is RADIO and yes we have a website and so on to use in marketing as well so I want to focus on finding business owners who want to increase their business regardless of the marketing avenue.

I am grateful for your response and again apologize for my slow reply.

Originally Posted by BGH

Is your goal to sale digital marketing services to local businesses? If so, let me know and I can give you a few ideas. I have been doing it for the last three years.

Thanks

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jenifersoflous

9 years ago

Hi HappyStudent,

Let me know what kind of business? Each business has separate market. So establishing it's growth also need a unique strategy. Even it may be a online business we do everything with unique strategies. So let us know your business.

Thanks
1 reply

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HappyStudent

9 years ago

Originally Posted by jenifersoflous

Hi HappyStudent,

Let me know what kind of business? Each business has separate market. So establishing it's growth also need a unique strategy. Even it may be a online business we do everything with unique strategies. So let us know your business.

Type of business is radio advertising.

I am new on a sales team of 6 in a smaller market where the other 5 Marketing Reps are well established (I just moved to the area) they are all pretty negative, telling me there is no more business to write, telling me to spend my time meeting people as if it were a job interview (great environment) INSTEAD, what I want to do is bill more business than any of them from places they never looked or considered or forgot about.

Yes, I have a chip on my shoulder...I don't own the radio station either so this is all personal for me.

Please give me some insights on what your suggestions might be for such a situation.

Thanks

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Michael Nguyen

9 years ago

Get in front of more decision makers.

1. Start networking
2. Cold call and pick up the phone,
3. Asking for referrals using your power base.
4. Email 50 businesses per day

You can do that all without an advertising budget and just sheer grunt work, which will get you leads. Take massive action.

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1 reply

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HappyStudent

9 years ago

Michael:

So you know, I am already doing this.

I joined the Chamber and two other networking groups in the area, I am cold calling the businesses in the same block of every business I have a scheduled meeting with, I am asking for referrals from local leaders who seem friendly and I am cold emailing those businesses who are just outside of my local town...so I am looking for something to do above and beyond this that will continue to work when I am sleeping or busy doing another activity relative to building my business. This is in a rural town in Kentucky which has a population of 1500 and there are a total of 35,000 in the entire county...I am new to the area (think outsider) I am working the neighboring counties a radius of 75 miles that reaches into three states.

I am not wanting a magic bullet, I am wanting additional ammunition to use to multiply my efforts.

Thanks for pointing out these rock solid ideas that every person in sales should be doing.

Originally Posted by Michael Nguyen

Get in front of more decision makers.

1. Start networking
2. Cold call and pick up the phone,
3. Asking for referrals using your power base.
4. Email 50 businesses per day

You can do that all without an advertising budget and just sheer grunt work, which will get you leads. Take massive action.

Thanks
1 reply

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ewenmack

9 years ago

Originally Posted by HappyStudent

Michael:

So you know, I am already doing this.

I joined the Chamber and two other networking groups in the area, I am cold calling the businesses in the same block of every business I have a scheduled meeting with, I am asking for referrals from local leaders who seem friendly and I am cold emailing those businesses who are just outside of my local town...so I am looking for something to do above and beyond this that will continue to work when I am sleeping or busy doing another activity relative to building my business. This is in a rural town in Kentucky which has a population of 1500 and there are a total of 35,000 in the entire county...I am new to the area (think outsider) I am working the neighboring counties a radius of 75 miles that reaches into three states.

I am not wanting a magic bullet, I am wanting additional ammunition to use to multiply my efforts.

Thanks for pointing out these rock solid ideas that every person in sales should be doing.

I haven't read that you mentioned compiling a list of advertisers who air their ads on other radio stations.

Have you done that?

There's your market.

You've overcome your biggest hurdle,
identifying proven buyers of radio advertising.

They don't need to be convinced of the benefit of radio advertising,
they've already made that mental leap.

Next, you align with their original decision to go with their current station.

Then your station has the same type of customers the other station has.

See, it's a very easy thing to go with because it's all attached to their last decision to buy radio advertising which reached the same/similar audience.

People rarely change, unless by a strong force,
so this means you make your conversation around more of the same
to be even more happier.

Best,
Doctor E. Vile

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1 reply

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HappyStudent

9 years ago

Hello Doctor!

Unfortunately, this isn't a real effective method for where I am at only because the group I am with has a number of sales people already and there re very few options other than those owned by the company I work for in this rural area of the state/region. Because of that and because those who are selling for this group have been in the area so long if a business is doing radio advertising ANYWHERE in the region they have already usually been claimed by one of the other sellers...so this pretty much has to be NEW BUSINESSES.

For instance the total number of station signals in my noted radius that draw business from within the radius is 20, Eight (8) of those are owned by my employer which leaves me another 12 stations to listen to and prospect off of but most of the advertisers on those stations also advertise with my employer group...and if they are not currently but have in the past 18 months, the Marketing Representative that worked with them last STILL can claim them as an active client.

Your idea is solid but in this unique situation it isn't real effective...there are other oddities like have one signal that is overlapped by another signal using the same programming but needing to sell it as a stand alone station. YEAH...some very odd things indeed.

THANK YOU for the ideas and the detail in which you described it.

Originally Posted by ewenmack

I haven't read that you mentioned compiling a list of advertisers who air their ads on other radio stations.

Have you done that?

There's your market.

You've overcome your biggest hurdle,
identifying proven buyers of radio advertising.

They don't need to be convinced of the benefit of radio advertising,
they've already made that mental leap.

Next, you align with their original decision to go with their current station.

Then your station has the same type of customers the other station has.

See, it's a very easy thing to go with because it's all attached to their last decision to buy radio advertising which reached the same/similar audience.

People rarely change, unless by a strong force,
so this means you make your conversation around more of the same
to be even more happier.

Best,
Doctor E. Vile

[ 1 ] Thanks
1 reply

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ewenmack

9 years ago

Originally Posted by HappyStudent

THANK YOU for the ideas and the detail in which you described it.

Your next best list of most likely to buy prospects are those that are
buying different types of advertising media...the more the better.

Once again align your conversation with them about them being happy with all the different
types of media and radio just becomes a natural extension.

Think of a woman who owns 50 pairs of shoes.

To most guys, that's insane.

Do you think a woman who owns 50 pairs is suddenly going to stop?

No friggin way!

So with a buyer of many advertising media probably won't stop buying more.

Another source of buyers are those who are resellers of popular brands.
Those brand owners most likely have money for their local resellers to use
on advertising.

There's probably money sitting waiting to be used on advertising your local businesses
aren't aware of, or don't know how to go about claiming it.

Ask your boss if he/she has the list of brands which have advertising money
available to their resellers.

Best,
Doctor E. Vile

[ 1 ] Thanks
1 reply

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HappyStudent

9 years ago

Thanks again for your additional thoughts.

They are helpful in making sure I am pursuing every angle to win some of the ad dollars businesses are spending elsewhere.

Originally Posted by ewenmack

Your next best list of most likely to buy prospects are those that are
buying different types of advertising media...the more the better.

Once again align your conversation with them about them being happy with all the different
types of media and radio just becomes a natural extension.

Think of a woman who owns 50 pairs of shoes.

To most guys, that's insane.

Do you think a woman who owns 50 pairs is suddenly going to stop?

No friggin way!

So with a buyer of many advertising media probably won't stop buying more.

Another source of buyers are those who are resellers of popular brands.
Those brand owners most likely have money for their local resellers to use
on advertising.

There's probably money sitting waiting to be used on advertising your local businesses
aren't aware of, or don't know how to go about claiming it.

Ask your boss if he/she has the list of brands which have advertising money
available to their resellers.

Best,
Doctor E. Vile

[ 1 ] Thanks

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Matthew Iannotti

9 years ago

There plenty of tools around that exist, just use google

Don't forget a very simple way of meeting owners locally, I'm sure you go out to lunch or breakfast or shop locally, you do that a few times in a shop and start a conversation with the owner, you'll be bound to bring up your work. Happens to me all the time and I don't even try.

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1 reply

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HappyStudent

9 years ago

Matthew:

Thank you! Very good reminder and suggestion. Thank you so much.

Originally Posted by Matthew Iannotti

There plenty of tools around that exist, just use google

Don't forget a very simple way of meeting owners locally, I'm sure you go out to lunch or breakfast or shop locally, you do that a few times in a shop and start a conversation with the owner, you'll be bound to bring up your work. Happens to me all the time and I don't even try.

Thanks

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oleskool

9 years ago

Speaking to the people you spend your money with is a good place to start to ask for help in growing your local business. Depending on the service you are offering there are lots of threads on software that can help you get to the decision maker so that you can talk to them.

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1 reply

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HappyStudent

9 years ago

Thank you for your reply.

Would you be able to provide any suggestions regarding the types of software you mentioned in your reply?

Originally Posted by oleskool

Speaking to the people you spend your money with is a good place to start to ask for help in growing your local business. Depending on the service you are offering there are lots of threads on software that can help you get to the decision maker so that you can talk to them.

Thanks

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BillyParadise

9 years ago

5 sales guys in a market of 35k customers?? Be glad you found this site -i think in this case the other sales guys might be right. Learn to earn online and transition away from that gig asap.

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jgarfieldstudios

9 years ago

try using salesforce its pretty awesome for managing your leads

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