Here are two ways to generate leads for new business:
? When a competitor files for bankruptcy, check the courthouse for documents on the case. Legal papers will list creditors and debtors--including companies that are looking for a new company to do business with.
? One CEO telemarkets from his car phone. When he passes a truck bearing the name and telephone number of a company that sounds like a possible customer, he dials the number on the spot, identifies himself, and asks to speak with the company's president. "I tell him I just passed his truck, and I'm calling in to report," says this CEO. "The guy usually laughs and asks how the driver is doing. You know, 'Did he hit you?" Then the mobile salesman makes his pitch.