I spoke with a guy who used to sell new BMWs. He told me the sole purpose of sending anything by mail or calling people on the phone was to get them to meet face to face. The power of a face to face meeting eclipses all other forms of communication.
If he called someone on the phone the conversation went immediately into the closure phase – How about meeting on Thursday? Give them a day, be directive and pin it down. Don’t give the potential client the room to pull out or too much information from which they are able to formulate reasons against. It’s mercenary and forward but it works. Once you get them face to face you begin to build your relationship which you can’t do on the phone or by email or sending out a brochure.
So you interesting in buying a Beamer? I know a guy who…