When building a list you need to step back and start from prospecting.
Aside from networking (see the project for networking)
1. The yellow pages especially the small businesses.
2. If you know someone who is already connected use their networking.
3. Do intros in bookstores if this is customary in the UK. In other countries (Australia for example) you can do lunch talks where you can negotiate with the owner to not get laid but to get the names and phone numbers of people attending.
4. Or simply walking through small business shops.
5. If you are having connections through networking you can go to banking, insurance companies, real estate businesses, car dealerships. These are all business who put a big accent on improving their sales force.
6. You can also use localized Google paid for advertising targeted only for a small area in which your business is active. You don’t have to advertise the whole of the UK let alone the world. That is unbelievably expensive.
Otherwise use the yellow pages which is now available online.
1. Cold calls for an appointment. (Do prospecting first then cold calling.)
2. Have your elevator pitch ready and run it.
3. Get an appointment
4. Meet with the decision maker.
5. At appointment find needs (needs assessment)
6. Have the contract ready.
7. Run through the 5 step sales – you can handle objections ahead of time through metaphors (remember the 5 short metaphors from Tad which in do in TT in which you anchor the solution to you while you do the metaphors)
8. Close.
I hope this breakdown helps a little