Try “I’m calling to introduce myself and see what your needs are this month. Is there anything I can do for you in the equipment leasing world?”

I’d ask what equipment they currently have or are planning to acquire either through lease or purchase. I’d also ask how old current equipment is and when any current leases/financing contracts expire. Take thorough notes. Timing is important when you call again.

Make this call to the same contact every month until to get the answers. This type of intel often takes multiple calls, so it doesn’t come across as an interrogation. Eventually, you’ll have a complete profile of the potential customers in your territory.

In Sales, information is power.