This practice management musing talks of the merits and disadvantages of cold calling (in its many forms; not just picking up the phone.) This article in AccountingToday by Nicholas Keseric highlights various methods of acquiring clients and while he is discussing CPAs, it could also apply to other professions:

http://www.accountingtoday.com/news/Laughter-Grave-Cold-Calling-Clients-69020-1.html

While ‘cold calling’ in some forms can be effective (seeking out professional referrals through networking and asking your own clients for referrals), most of the time I have found the time and effort spent on other forms of mail and email without a directly interested audience isn’t justified. Today my most effective marketing employs a Search Engine Optimized website and using various social media outlets (mostly Linkedin and Twitter) to make yourself an ‘expert’ in your area of practice. If people hear about you and you are easily found through Google, your marketing efforts tend to result in more, higher quality clients.

For financial, accounting and tax musings,