Hi I am prospecting new clients for our marketing and design agency.

Previously we have gone down the direct mail route and followed up by phone with some success, however this route just places us with a multitude of other suppliers and we often then are not positioned at the correct level that we can make a real difference. We end up very project based.

We need to be speaking with the CEO or marketing director about problems they are running into with their communications programmes and I would like to ask lots of questions to discover where those problems are. If I have an introduction to the client I am usually able to have this conversation, but I am not going to be able to cold call someone and start asking these types of questions without having some sort of relationship with the prospect first.

Do you have any thoughts on how I can start this relationship to stimuate this conversation with the senior person without the introduction... Thanks Gary

From: Gary, sales & marketing director.