Oh yeah, and I don't seem to see the google listings on 3 word phrases that include the city name and/or searches that do fall under vladi's recommended 40k and under for competition, without using "quotes".
Andrew Cavanaugh's book is a good one, however it's not like he thought of the idea first or anything. The book covers it from a total perspective of just selling your services b2b, gives you some basic pointers about selling, and you take it from there. He suggests walking in, chit chatting, networking, etc. - all the things I hate.
vladi demonstrates an actual focused strategy which is different as I recall he recommends direct mail.
Could you perhaps elaborate on what you do after the direct mail piece? Follow up by phone, have them call you, order at your website, support by email?
Do you send multiple mailings?
So far I was just assuming you sent a mailer, and waited for a phone call or email to order and then called them up and decided pricing from there
