I have been cold calling new business for 27 years using the knowledge I gained through Dale Carnegie (how to win friends and influence people). It enables you to take control but in essence Honesty and Directness is the key that works for me (and the 56 sales people I am responsible for). I have read endless material on selling most of them reiterate Carnegies work.
(I work freelance as well as being employed as head of R&D at Reach Global Group of Companies I also head premier client services for Adrac Internet Marketing & Online Advertising - SEO, Pay per Click & Search Engine Optimisation Services)
To quote a forgettable MP "get on your bike and ask for the business" the law of averages means if you make enough calls you will get some business in, as you develop your selling skills you will be able to target clients better and spend more time doing your job not prospecting.
I can put a basic script together for you that will allow you to at least start a conversation with prospective clients, if you let me know your strengths and the market you intend to sell to and I can put a little strategy together for you.
The only thing I would ask in return is that if my guidance proves successful that you recommend me for marketing projects to your clients.
You could take the view of how much is the system worth commercially. If you could sell 5 a year you must charge 5 times the value for exclusivity, but be realistic if you could sell 1 every 3 years charge 30% a year, If you use this a s a formula you should be able to calculate the exact cost of exclusivity. (I would not go lower than 10/20% in any eventuality)
Hope this helped.
PS, I am looking for a developer for a school based software system, if you have any capacity I can send you a brief.
