In my opinion, the quickest, least expensive lead any salesperson could hope for is the "knuckle" lead -- knocking on doors. I did it the first four years I was in business and I did it just the other day.
I was consulting with a company and it was the last day to win a gas grill in the monthly sales contest. I asked the salesperson I was working with if he'd won. He needed one more sale.
"How many appointments do you have?" I asked. "None," was the answer.
That made it a little harder. We visited some jobs he'd recently completed. No luck. It was after noon now and time to get out the knuckles. By 5 o'clock he'd made a sale. He pocketed $1,200 in commission and was headed home to make a burger on his new $1,000 grill. --Phil Rea is president of Phil Rea and Associates, a firm offering sales consulting, motivational speaking, and a monthly newsletter. (866) 441-7445; email@example.com.