Attraction is a state of being rather than a material circumstance. Cold calling repels. If the answer is nothing, then don't send the brochure. Send prospects three ways they can improve their profitability and, if they want the fourth one, have them call you on the phone or send you an e-mail or fax you. 5. Make them like you, believe you, have confidence in you and trust you.
People buy from people they like and trust.
Credibility is established with a combination of your self-belief and how believable your information is. Most salespeople make the mistake of giving a sales presentation. That same answer applies to your customers. Think about the people you do business with. Now think about the ones you've been doing business with for years.