One of the most challenging parts of gaining new business is having to make cold-calls. The process of dialing for customers with unsolicited calls can be daunting - but having a referral can ease the pain of telemarketing.
Turn to your existing clients for a boost. Start by asking clients for the names of one or two collegues who may have a need for your services. Be sure to get your client's permission to use their name when contacting these referrals.
When calling prospective customers, become a name-dropper. Make it clear that your client (and give their name) suggested you call. This is especially important if you have to leave a message with a receptionist, or you only get through to a voice mail recording. It's often difficult to reach the decision-maker of a business when they do not recognize your name or the name of your business. Associating yourself with someone they know is often enough of a referral to net a return phone call, and get you in the door for a more detailed discussion about your services.