Direct mail to prospects (3C)

When you set up a mailing or newsletter system, don't set out to explain your products/services in every letter. Worry about that once you've built a relationship; people do business based on relationships much more than on products and services, even when they're the best in the industry. Build relationships for several months through your mailings, then move to phone and in-person contacts, where you will want to explain your products and services.