Looking to connect with local businesses but not sure where to start?

From leveraging online directories to attending networking events, there are plenty of ways to find the right prospects. 

This guide will walk you through proven strategies to identify, reach, and build relationships with small businesses.

Outline:

• How to Find Local Business Prospects
• Nurturing Relationships with Local Businesses
• Conclusion
• FAQs

How to Find Local Business Prospects

When searching for local business data, we can typically rely on:

• Online Directories (Google My Business, Yelp, Yellow Pages, Bing Places for Business)
• Social Media Platforms (Facebook, Instagram)
• Government and Public Records (Chamber of Commerce directories)
• Mapping Tools (Google Maps)
• Resquared: Sales platform designed for selling to local businesses
• Networking and Local Events
• Online Search Engines (Google, Bing, Yahoo)
• Referrals
• Data Platforms (ZoomInfo, Clearbit, Apollo)
• Local Newspapers and Magazines
• Field Research

Most of these channels weren’t created with sales and marketing professionals who prospect local businesses in mind. 

While there are good B2B data platforms available, they don’t specialize in local business data.

Unlike medium to large companies that often have a dedicated marketing professional or team, small businesses typically rely on a single person—the owner. 

Even when there’s a team, they don’t have time to be active on platforms like LinkedIn, which their customers often don’t use.

Less than 10% of local businesses are on LinkedIn, and 60% of all businesses in the U.S. aren’t on LinkedIn at all.

Resquared is the ideal solution for connecting with brick-and-mortar businesses. It offers access to more than 12 million local businesses, AI-powered email tools, automated follow-ups, outreach analytics, and more.

Check out our video to see how easily you can create a list of local businesses with Resquared.

4 Outreach Strategies to Reach Local Businesses

1. Email

The success of email outreach often hinges on how well your message speaks to the recipient's challenges and opportunities. 

A compelling email can increase response rates by over 200%.

Here's a simple structure to guide your emails:

2. Local Networking Events

In-person networking is still one of the best ways to connect with local businesses. 

Events like Chamber of Commerce meetings, industry gatherings, or community meetups are great opportunities to build relationships.

To make the most of these events:

• Research attendees in advance to identify key prospects.
• Prepare talking points on local market trends to spark meaningful conversations.
• Bring materials that show your understanding of local business needs.
• Follow up within 24 hours with a personalized message to keep the connection alive.

3. Social Media

Social media platforms, especially Facebook and Instagram, are powerful tools for connecting with small businesses. 

The trick is to engage genuinely before pitching any business ideas. Here’s how to start:

• Follow local businesses and interact with their posts.
• Share insights that address challenges specific to their market.
• Connect with decision-makers through mutual contacts.
• Participate in local business groups to expand your reach.

Once you’ve built some rapport on social media, you can move to direct outreach methods to strengthen these relationships further.

4. Cold Calling

Cold calling can still work when done thoughtfully. Preparation is key - research the business, understand their needs, and have clear talking points ready.

Nurturing Relationships with Local Businesses

Building on the outreach methods we covered earlier, let’s dive into how to create strong partnerships with local businesses.

Content Marketing

Content tailored to small business needs positions you as a reliable resource in your area. 

Focus on creating:

• Market Insights: Highlight local trends, opportunities, and regulatory updates.
• Case Studies: Share stories of local businesses that have succeeded.
• How-To Guides: Offer practical solutions for common challenges local businesses face.

Use analytics to track which content performs best and adjust your approach accordingly. Share your content on platforms where local business owners are active, such as Instagram, Facebook, local forums, or industry-specific sites. 

This targeted approach helps open doors for partnerships and collaborations.

Personalization in Building Relationships

Strong relationships start with understanding the unique needs and goals of each business. Avoid cookie-cutter outreach by tailoring your approach.

Effective Follow-Up Strategies

After crafting a personalized approach, consistent follow-ups are key to keeping the relationship alive. 

Platforms like Resquared can help you automate follow-ups and track outreach analytics.

Use a mix of email, phone, social media, and (if possible) in-person meetings to stay connected. Choose the right channel and timing for each interaction.

Conclusion

To effectively prospect local businesses, you need the right strategy combined with a comprehensive solution. 

A tailored sales platform makes research, outreach, and follow-ups seamless, helping you stay focused on your goals.

Once you make the initial connection, shift your attention to building strong relationships. Strengthen these connections by addressing the unique needs of each business.

Track your progress and fine-tune your approach using key metrics such as:

• Email open and response rates
• Call response and meeting rates
• Conversion rates from prospect to client

With the right tools and focus, you’ll turn prospects into lasting partners!

FAQs

How can I get local business leads?

To attract local business leads, focus on these key areas:

• Test different strategies and follow-up cadences to find what works best for you.
• Choose a comprehensive sales solution.
• Optimize your online presence to ensure potential clients can easily find you.
• Attend industry events and participate in local activities to build connections.

How to walk into a business and make a good impression?

To stand out in door-to-door prospecting, it’s important to understand that brick-and-mortar businesses usually have busy schedules and receive visits from many sales reps.

Be clear about the value proposition of what you’re offering and how you can differentiate yourself.

A top tip from experienced sales reps: don’t jump straight into your pitch. Take the time to get to know their business—approach them like an interested customer. 

Then, deliver a short and compelling pitch, collect their contact information, and maintain consistent follow-ups.

How do I generate leads with Google My Business?

To make the most of your Google My Business profile:

1. Manage Reviews: Respond to reviews quickly to show you’re active and engaged, which can build trust with potential clients.
2. Optimize Your Description: Write a clear, engaging description that highlights your services, target audience, and what sets you apart. Don’t forget a strong call-to-action.
3. Choose the Right Categories: Select both primary and secondary categories that accurately describe your business to improve visibility in local searches.
4. Stay Active: Regularly respond to questions, post updates, and share news to keep your profile fresh and engaging.