prospecting for the new guys!

Hello all,
I have read and read and I still don't have a good idea how to sale. Everyone tells me that I have the perfect personality and I can talk to anyone. My problem is I don't know if I should just walk into the clients office unannounced or should I try and "cold call" and see if that gets me anywhere. I own a service company. This is my biggest obstacle because I don't know how to sale a service and not an item that they can see and put in their hand. I think I could be a good salesman but I just need some direction. How do I get the prospects to sale to?
Any help would be great.

Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".

Originally Posted by civey How do I get the prospects to sale to?

Either you call on them or you find a way to get them to call on you. Which do you prefer?

I would love for them to call on me.

Originally Posted by civey I would love for them to call on me.

Okay, and if a prospect was to call on you what would they specifically be calling for?

We are a service company
we provide support for voice, data, and fiber optic networks.
basically if it communicates we will install the cabling for it.
What is hard in my mind is that we sale a service not an item.
The customer cannot see it they can only use it when they communicate on the phone or computer. Any info is appreciated.
Thanks

Originally Posted by civey We are a service company we provide support for voice, data, and fiber optic networks. basically if it communicates we will install the cabling for it. What is hard in my mind is that we sale a service not an item. The customer cannot see it they can only use it when they communicate on the phone or computer. Any info is appreciated. Thanks

Who would be a good prospect for you? Who fits your ideal prospect profile?

any medium to large company.
any company that has a phone switch and computers that tie back to a server.
This is most medium to large companies. We have some large clients but I would like to have more but as I said before I need to find a way to get some face to face time with them to show them some pictures of work that we have done and to share with them some companies that we do work for.
The companies that trust us now should help us win some of the smaller business's trust.
Thanks

The ideal prospect profile is a good idea. With a clear understanding of who your ideal prospect is and why you'll be in a better position to create a targeted marketing plan. Your thoughts?

What are some good ways to get some face time with a client or just find the client that needs your service?