How about trade shows geared towards buyers?
It sorta goes with the territory that if you are the facilities manager of a hospital, shopping center or Wal Mart that you’re going to get people bugging you to buy their products & services. If you don’t expect it & don’t want this kind of solicitation, then you’re in the wrong bidnezz.
Granted, there are ways of insulating yourself & preventing them from talking directly with you (receptionists, lower level managers, etc) but the ‘real’ decision maker (or who / what the collective group of maker***S*** would be) is often the hardest part of the process. It’s not as simple as what your message is but WHO to deliver it to.
That said, it sounds like you are nervous about the process & if you had the opportunity to talk directly with one of these people, you might end up opening with “I am sorry to sound like a loser who is in danger of going out of business, but…”
People who have this sort of need & make this kind of decision are the same people who get asked to buy a newspaper subscription when they walk into a grocery store & I’m sure are able to make a quick or slow call on whether they want to talk to you or your organization.
Obviously, you need to refine your message to the point where you have confidence in the information you’re going to discuss or literature you’ll hand out. That said, don’t get hung up on the idea that you need gold plated trim on your brochures or handouts before you can present them to customers.
It’s like a 15 year old kid eyeballing a girl in school: “If I don’t have the right ‘line’ then she won’t talk to me. I need a cool into line, yeah, that’s it!” Hopefully as you got older, you weren’t so shy to not walk right up & strike a conversation if you saw something you could pull into an opener.
Here’s a suggestion for you to get prepared for your cold calling - take @ least 1 day to get prepared by making calls to all these co’s & use this to help you:
(on the phone:) "Yes, I’m updating our records & wanted to verify your address as XXX Jones Street, zip 12345?
–I was also wondering who your Facilities Manager or whoever handles purchases for structural building maintenance issues might be? (something other than clean up’s on aisle 3)
–Is he / she normally on a '9-5, Monday through Friday 'kind of schedule?
–Uh, huh… & Does your office make their own buying decisions or do you have to go up a level to corporate offfices?
That should get you started.