Sounds like you've got yourself a good friend. I would start communicating with these people as soon as possible!!! A word of advice, Never question your mark about them receiving your information. When you say, "did you get my packet" or "I was wondering if you received...", you basically are telling your potential client "I'm not sure if my delivery practices are effective". Be sure of yourself!!! "Hi my name is Chris ..., I represent so-in-so company, I would like to discuss the information I sent you last week. Didn't have time to review it? Sorry to here that. Let me tell you some of the key points of the packet". Then hit him with the hot information quick. Ask leading questions. Get your "future customer" talking. They want that warm fuzzy from you before they will buy from you. Better yet, drop by their office... "Can I have five minutes of your time. I really believe I can help your company." Another no-no, Never say "I can save you money". This is actually a turn-off to most customers. Be persistant... Expect to hear 10 No's before you hear 1 Yes. I recommend reading "The Sales Bible" by Jeff Gitomer. It really opened my eyes to selling.