1. The best way to get appointments is to first know your target market inside and out. What types of companies purchase your products or services? What industries are they in? What are their SIC codes, sales volume, and all other pertinent information? What are the corporate titles of those individuals who have the authority to purchase your product or service and are most likely to buy from you now?
2. Once you've done your homework and determined your target market, you then need to secure a list from a reputable list broker that matches your target market. Be sure that this list contains contact names and numbers along with the titles you need. A list without names and numbers is worthless. Be aware that there are many bad list brokers out there, so make sure you are getting your monies worth.
3. I never walk into a business cold. It's rude and disrespectful, but more importantly it's a total waste of my time. It is much more efficient and effective to prospect by telephone.
4. A best practice to get in front of business owners is to prospect heavily and quickly go through your list to find those prospects that want what you have to offer and are willing and able to buy from you now if you can meet their conditions of satisfaction. The bottom line is that the most successful sales people make the most phone calls.