Value proposition is the hook - most important thing

Rework pitch if it doesn't get results

Call yourself and leave myself a message and then listen as customer would. Often our phone message is self serving. Listen from their ears. If I were them would I call me back if I heard it.

Talk business language
Increase revenues, time benefit

Have a talk show and invite executives in to interview.

Most effective opening
Hi - name - from - been researching firm, studying industry. Say something real about their firm. Tell them what I do, kind of results.
Ie. My recent company got results in 2 months instead of 4 would you be interested in this.
No time for chit chat. - Ask if good time to talk? Am I catching you at a good time?

Follow up - if they say call Thursday at one - do it.

Once you get the job, do the best - make it best experience ever for customer.

Desperate for ideas - they have 2-3 jobs each, busy putting out fires - plugging leak holes. Somebody from outside has ideas they are interested.

Account entry campaigns - think out what I need to do to get foot into door.
Phone call - send letter - send article - when to do something.

Referrals are important.

Don't put eggs in one basket

Not comfortable to pitch by email.
Not hype-y (full of hype), focused on their problem.