Document Your Success
You can tell a prospect what you can do for them, but it has more impact if a customer tells them. You can inform them of the results you can obtain, but it is more powerful if a customer boasts about what you have done to improve their business.
The Electronic Backdoor
E-mail is a first class method to prospect for new business and establish contacts with new prospects. It is a great way to get in the back door and around the gatekeepers. You'll be surprised how many people, who will not return your phone call, will shoot back an immediate reply via email. The key is to use e-mail judiciously.