These professionals can be a major source of referral business, as they are important influencers on how their clients spend money and conduct business. These types of professional referrals can provide you with a consistent flow of qualified business. Start calling the names at the bottom of the list. Many times the businesses near the end of a list never get prospected because salespeople never make it through the entire list. Give it a try.
Many people join professional trade associations for access to current industry information.
Another important membership attraction is an association's buying power for value-added deals on products and services that benefit its membership. Send flowers, a special gift or a singing telegram. Hire a temp to take the gatekeeper's place for a day. Contact a temporary agency and retain a high class, competent person who can handle details while the gatekeeper enjoys a day off. Invite him or her to be a speaker at your next important industry or network meeting.