Many people are terrified of making cold calls, but I'm not. When I have something that the person I'm calling should be interested in (because I've done my homework), then the process becomes a matter of teaching or explaining and persuading, not pitching and hustling. Because of this approach, most people I talk to want to know more about what I'm sharing with them,which is how I turn a cold call into a warm lead.

Assuming there's a immediate- or short-term need or interest, the next step is arranging a phone or in-person meeting with the person I'm calling for, 

And if the need is long-term, I help ensure that my client stays in touch over time so when their potential client is ready to buy or bid the project out, my client is right at the top of their list.