Don't put the cart before the horse, I always did my direct mail and internet marketing ALONG with the cold calling and even some walk in's. If you are only doing cold calls you will get frustrated quickly. EXPAND your marketing with direct mail, internet, media, anything.. one solution does not fit all and is too limiting. Start out with a 500 piece mailer, follow up on 25 of those pieces in a week, utilize brochures, flyers, letters, presentation packets, invitations for a sit down, etc.
Don't rely on ONE method.
I'm also a firm believer that it really does take money to make money. When I find a potential client I think is worth the effort, I will invite them to lunch or dinner.
I tend to hang up on telemarketers using a script as you can hear it right away. Yes it does take quite a few NO's and hang-up's before you begin to see results and make contacts. Remember that not all good conversations will lead to a YES but they do lead to a CONTACT. If you come across an office who speaks with you but doesn't really need your services, ask them if they will refer you to another provider who might. Don't take all NO's to mean NO.

Think outside the box as I was always told. That has always worked for me. Offices also love freebies, coffee mugs, clipboards, magnets, pens, etc.. don't be afraid to do what pharmaceutical reps do.. they get in the door
