mil2k - 12:40 pm on Jun 8, 2008 (gmt 0)

Cold calling only works if there is enough research behind it. As many have said, you have to spend time in researching the person you are calling. Don't waste time in too many formalities and get to point. Have some excellent reasons why the person would like to either meet you or see your proposal.

But if it's leads you are seeking, then tap in your existing client base. In fact motivate them by either giving a finder's fee for each of the contact who signs up OR throw in a small free service for referring clients. Word of mouth beats all forms of advertising.