Yeah, as I said earlier, our experience, and that of others I know who have advertised with BT and other paper directories, is initially refuse to advertise then wait for them to make on offer, still refuse or ask for the smallest advert, and they will always do a deal at a massive discount. I guess I'm saying you just have to be ruthless with them if you do want to advertise.
For the new guys just starting I would probably not bother doing paper diectories, but with an established client base we need to be where we know existing clients are looking.
I think everyone appreciates it's important to know WHERE you get your customers from but it's equally as important, and often not realised, you also need to know HOW they find you too. Recording Referrals and repeat are great but unless you know how they got your number you can't target your marketing as effectively or accurately measure what's working.