Everyone has their own style that they roll with when dealing with commercial accounts. But the moral of the story is to be proactive.. if its going through their employees, direct mailers or face to face. I prefer the face to face because it gets things done quicker.
I roll in looking more than a tech in my uniform, I dress in nice slacks and a button up shirt. People make up their mind about you in the first 2 minutes of meeting you, so you gotta look the part. The handshake and eye to eye contact are also very important.
I have a personality that is very engaging and able to get along with majority of the people out there. You are also selling yourself over the service sometimes.
After all that, doing the walk throughs and so on. I dont use brochures or something generic like that, I have a folder that contains all the info I give them. I can think of the type of folder I use, It has a clear cover, for the cover letter and allows me to attach all my info to this folder. The name will come to me.
Inside this I have important info regarding cleaning, health and so on... I mainly use bullet points and easy to read paragraphs. I dont want them to feel they are reading a novel. The content us specialized to fit the business I am talking to. ie church, daycare and so on.
Again if you want to make something happen with your business, its up to you. You have to make it happen, with what ever style you choose to roll with.
:mrgreen: 
