You need some way to break through the perception that you offer no value to the prospect and illustrate to that prospect that it would be in fact, worth their while to meet with you, even if for a moment or two. You need a way to articulate just how professional and well trained you are and that your company does provide exactly the kind of value the prospect is looking for.
Why not give the Ten Day Letter Campaign a try? This is an effective way to demonstrate why you and your company should be the prospects primary vendor.
The Ten Day Letter is a series of ten letters, one each from you and nine other people within your organization. The letters are sent to the prospect, one after another over ten consecutive business days. Each letter is a personal letter from you and your colleagues describing what each one of you do in your organization and the role each person plays in providing value for the prospect.