The key word here is target. Most targets have a bull's eye and to hit that bull's eye takes preparation and skill. So choose your target's wisely. Your best bet is to ask your current referral sources for an introduction to their colleagues whom you may be able to help. Also, check your local paper and the internet to find targets and educate yourself about them a little before making contact. Most importantly, keep in mind the numbers. If you contact ten new referral sources you can expect some rejection and some success. However, the success usually won't happen until at least your fifth contact with that person which is long after most people have given up. The thing that makes this discipline difficult for most people is the fear of rejection. Get over it! First of all, as a salesperson some rejection is inevitable. If you don't strike out at least a few times it is because you did not get up to bat enough times. Also, keep in mind that person is not rejecting you; they are rejecting those before you, since they don't even know you!