When you have your prospect list ready (at least two dozen names to start), contact your prospects by phone to gain appointments. Then follow up with literature as needed. Also, add the people whom you speak with to your in-house database and regularly market to them by mail as well as e-mail. Alternate phone and in-person sales contact with marketing until each prospect converts.
Kim Gordon is the owner of National Marketing Federation and is a multifaceted marketing expert, speaker, author and media spokesperson. Her latest book is Maximum Marketing, Minimum Dollars.