Reach Brand New Businesses … A Huge Opportunity to Tap Into Startups

If you sell what new businesses need then you can tap into start-up funds with this New-Business Prospecting Program: New business contact information is available and reliable because lists are compiled from public records and utility hook-ups at the time businesses are formed. And, the lists are categorized by SIC (Standard Industrial Classification) so you can hone in on the types of businesses that need your products or services most. Plus! Even in these trying economic times the number of new businesses being formed is substantial so you likely won’t run out of prospects.

On a national level there were:
· 2.3 million New Businesses formed in the past 12 months

And ...
· 200,000 New Business contact records are available each month -or-
· 40,000 New Business contact records are available each week

Information available on the New Business database:
· DBA, primary contact name and mailing address
· Phone number
· SIC Code
· Residential or Commercial based business

This is an appropriate strategy for:
Business to Business goods and services
o Office Supply
o Advertising Services
o Web Developers
o Electronics Suppliers
o Accounting Services
o Office Furnishings
o Delivery Services
o Transportation and Shipping Suppliers
o Financial Service Consultants
o Attorneys
o Goods and Services (specific to an industry)

Objective: Create new customers who look like your best customers.

Method: Analyze the customer database to identify the types of businesses that generate 80% of the profit. Choose businesses that look like your best customers.

Strategy: Execute a lead generation campaign using direct mail and direct contact via telephone or email.

Tactic: Personal letter from a senior executive co-signed by the sales representative who will follow up with personal contact. Mail new businesses monthly and follow up within one week of the letter reaching the prospect to develop a follow-up strategy. Remail quarterly until each prospect has had the opportunity to respond to your sales reprentative.

Scope: Six to eight week test campaign (direct mail quantity determined by results of analysis and budget).

The Direct Mail Package: Letter format: An 8 ½ x 14 laser printed letter with a perforated “faux check” or certificate offering a discount on initial purchase (or free white paper or some other call to action). Piece will be inserted into standard #10 kraft outer envelope. Enclose a tri-fold brochure with complete product information and testimonials.

Copy: Testimonials from current customer(s) in same or similar business as the prospect.