Smarter Finance USA Blog

Smash Your Quota: Find and Sell to Startups Like a Boss

Posted by Rob Misheloff

As a husband and father, the best example I can set in the world is by helping others. That’s why I’ve built my career around helping my fellow business owners grow their companies. My hope is that this website and my company help you to grow your business and achieve your goals.

find-startup-business-listings

Do you sell  products or services to small businesses?

Did you know over 100,000 new business are started in the US every month?

What if you could contact a business before they ever even opened their doors?

(…and… be the first person to contact them…)

That… would be awesome, right?

Check this out…

Life Event Triggers are a Marketing Goldmine

startups-a-marketers-goldmine

Imagine you sell something to consumers instead of businesses.

Sometimes, marketers know consumers will spend way more than usual.

Consider:

  • Having a baby
  • Buying a house
  • Getting married

Experian and other data firms calls times like these “life-event triggers.”

They sell that data for a pretty penny… because it’s super-valuable.  

So… if you sell to businesses…

… and contact folks who just filed for a business license… or for an LLC.

Many are about to spend a whole lot of money.  

That would be awesome if you sold:

  • Financing for startup businesses
  • IT Services
  • Office furniture
  • Legal services
  • Software
  • Business equipment leasing
  • Credit card machines
  • Websites
  • Marketing services

The list goes on and on.

Want to know something crazy?

Hardly anyone is calling, mailing, door knocking, or doing any proactive marketing to these businesses.

(I know that from having started a few businesses… and nobody calling me…)

For many... it's not even a question of whether they'll purchase these products or services... simply a question of who they'll use. That makes your odds pretty fair if you simply get your name in front of them early.

 

Wait- Does Cold-Calling Still Work?

telemarketing-calling-startups

The internet is filled with articles about how cold-calling is dead.

How cold calling doesn't have the ROI of other marketing channels...

... or how nobody answers their phones anymore...

... or that people don't like being interrupted.

Want to know what I think?

cold-calling-dead

I think most of those articles are from companies that sell internet marketing.

I mean… most of our business comes from the Internet…

But…

We cold-call too.

(And it works…)

Remember… those new business owners don’t have their guards up yet. They don’t have a gatekeeper posted to protect them from pesky salespeople.

And… they are about to buy… a lot.

Here’s our new business cold-calling script. 

Just take anything in brackets and change it to what you do/ your city/ your company, etc.

A Super-Awesome New Business Cold-Calling Script

Hi [business owner],

This is [me] at [company]. Congratulations on starting your new business!

That totally rocks.

We help business owners in [city] when they need help with [what you sell].

Let’s find some time this week… I’d love to swing by, shake your hand, and discuss whether we’d be a fit for you or not.

How is Wednesday?

How to Use this List

We’ve researched every city in the US with over 100,000 residents. Of 311 cities, we were able to find new business listings on 171 of them, whether from the city, county or State.

Some have full info – address, phones, names, etc. Some don’t list the phone #’s – but they’re easy to get.

Bonus: If you don’t have time to look up the phone numbers, hire a freelancer on Upwork. You can get an amazing amount of work done for $50-100 from offshore freelancers.

Of course, if you’re local… just go knock on the door. 😊

(Or… send them a letter…)

For each state, we’ve listed the major cities along with where to pull names. Many states do not make startup lists easily available to the public, so we have omitted them from the list.

If your city isn’t listed here, you can always just use a data broker to buy the names.

Rob Sliva at Go Dog Direct can provide new business listings at a fraction of the cost of major data websites. I've worked with Rob for years and he's an awesome dude. 

(Rob says one could expect to pay around 10 cents per name…)

Alabama

In Alabama, you can find new business listings (for corporations) by county .

 You’ll have to click through each individually, and the phone numbers are not listed.

Alaska

All businesses licensed in Alaska can be accessed for free

Simply click on “Business License Download”…

You’ll notice the initial license date in column “G.”

If you scroll down to the bottom, you’ll find the new businesses.

Arizona

The state of Arizona does not require all businesses to have a license.

Most larger cities in Arizona are in Maricopa County. In Maricopa county, you can find new businesses here:

Simply select the Document Code “Certificate of Fictitious Name/DBA” and begin/ end dates.

The city of Tucson allows you to download lists of new business licenses here:

Many of the listings in this database include phone numbers.

Arkansas

The city of Little Rock has a dataset here:

Click “business licenses” and then “export”

California

Many cities and counties in California provide full information (even phone numbers) of new businesses formed in the past month.

Here is a list:

Cities:

Bakersfield

Burbank

Concord  - Click “Business search, and then, “Specify Business Start Date Range”

Corona  - Click “Business search, and then, “Specify Business Start Date Range”

Downey

El Cajon - Scroll down to “Business License Lists” and select “New Businesses”

Elk Grove

Escondido

Fairfield

Fullerton

Huntington Beach

Irvine - Download the full business list to Excel and then sort by column “START.”

Los Angeles - Select “Export” (upper right) and sort the sheet by column N – “Location Start Date.”

Modesto

Moreno Valley

Murrieta

Ontario

Orange

Oxnard

Pomona

Rancho Cucamonga

Riverside

Roseville

San Diego

San Francisco

Santa Clara

Stockton

Temecula

Thousand Oaks

Torrance

Visalia

Vista

West Covina

Counties

Alameda – click FBN> Search FBN Index and then you may search by the filed date

Fresno – Full name address and phone numbers are available and searchable by date range.

Monterey

Orange - search by FBN (fictitious business name) file date.

Riverside

San Bernardino

Sonoma

Colorado

Most businesses in most parts of Colorado do not need a business license and most jurisdictions make it hard to find registries for new assumed business names.

The following cities have listings of new businesses:

Arvada

Aurora

Lakewood

Florida

The prior week’s new business listings for every county in Florida can be pulled here:

 Simply choose “Look up a Business” from Popular Tasks…

 And scroll down “County for Prior Week” under Fictitious Names…

Georgia

Only a few of the larger cities in Georgia list new businesses. Here they are:

Athens

Marrieta

Sandy Springs

Savannah

Some Georgia counties list new businesses too:

Cobb

Forsyth

Gwinnett

Hawaii

The State of Hawaii allows you to download a list of businesses by start date for $.05 per name.

Illinois

Chicago publishes a list of all active businesses (sortable by start date) here:

Also available:

Dupage County

Sangamon County

Kentucky

Louisville list new businesses here

Louisiana

Several cities in Louisiana make new business lists available, including:

Baton Rouge

Lafayette

New Orleans

Massachusetts

Boston

Worcester

Michigan

Ann Arbor

Detroit

Malcolm County

Minnesota

The State of Minnesota sells a list of new businesses for $28 per month (per type) here.

Nebraska

Nebraska sells new business listings for $15 per 1,000 records.

Nevada

Henderson

Las Vegas

Reno/Sparks

New Jersey

New Jersey sells new business listings for $.03 per name. 

New York

New York City

Rochester

North Carolina

North Carolina lists new businesses here, searchable by county.

Oregon

New business listings for the entire state of Oregon are available here

Pennsylvania

Philadelphia

Rhode Island

Providence

South Dakota

Sioux Falls

Tennessee

Chattanooga

Knoxville

Memphis

Nashville

Texas

Amarillo

Austin

Carrolton

Denton

El Paso

Fort Worth

Houston

Killeen

Lubbock

McAllen

Midland

San Antonio

Utah

Provo

Salt Lake City

West Valley City

Washington

Bellevue

Seattle 

Tacoma

 

Get into the conversation, leave a comment.

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