How Do I Get on Their Radar?

I think the off line is a great way to break through the because a lot of people just don't do it these days, that first connection. I did want to ask when it comes to that first phone call. Is it just more of an introduction? You're obviously not trying to sell them at that point,. Because you don't necessarily know that they have a need for your service right now. So how do you handle that call or eeof getting very clear on the purpase of it.? And ok, now we need least get on their radar.