When you send the information packet out let them, you let them know that you will be touching base with them. Set a date to follow up within 3-5 business days. Example: “Here is the information packet I promised you. Please take a few days to read through it. I will follow up on Thursday at 3:00 to answer any of your questions. If that time doesn’t work for you, let me know.” When you call them back you can say something like: “I’m calling you back as promised, did you get a chance to look at the information packet?” This shows them that you are doing what you said you would.
If they say they haven’t had a chance to look it over, then you can say: “That’s ok. I realize you are crazy busy. While I have you on the phone do you mind if I ask you a few questions?” You have given them the gift of being patient with them and you are validating that they are hard-working and busy. The key is doing some research about their company so you can ask them questions about what they do. Start them down the road of thinking about what kinds of copy they use. Get them talking about projects they are working on. Show them you care about their business and know something about them. Turn into the curious detective. They will feel obliged to talk with you. Your chances of getting a project from them rise exponentially.