Sales/Marketking of a "Service" Company. How do you effectively sell a company that provides services?

This Question is for successful sales people. I recently started a professional service company. The field is very cut-throat & competitive. I have many years of exp. in the service. I know who I am targeting. Most of the companies that are in this field are all down in business flow. Most of my contacts are saying they want or need the service - but they just cant afford it now or its not in the budget. My Questions:
1. Who should make the first contact? Me or Them? If me, then which method of contact is the best (phone, fax, mail etc)?
2.How often can contact be established? (as I get alot of "cant afford it right now, but maybe later" or "let me talk to the boss")
3. How would I convince someone that it could fit into their budget or to fit it in?
4.Once I get an appt. I have alot of info to get through, how can I present it so that the customer pays attn, understands & doesn't get bored?
In other words, from first contact to sales closure, how could I effectively land a sale?

If any good salesperson sells a service - a "non-tangible" product, please let me know the best way to get the meetings & land a sale! Thank you!

Ok here are my thoughts:

1. Who should make the first contact? Me or Them? If me, then which method of contact is the best (phone, fax, mail etc)?

A: I think you should make the first contact by personally calling them with follow ups. Let the client see that you have a vested interest in making your service work for them.

2.How often can contact be established? (as I get alot of "cant afford it right now, but maybe later" or "let me talk to the boss")
A: Create urgency when promoting your service or create incentives that they best time to have your service is RIGHT NOW. Creating urgency is always a factor in sales. You see it on TV, you hear it on radio and definitely read it on the internet.

3. How would I convince someone that it could fit into their budget or to fit it in?
A:Create a business plan for them and let them know that they cannot afford NOT to have your service.

4.Once I get an appt. I have alot of info to get through, how can I present it so that the customer pays attn, understands & doesn't get bored?
In other words, from first contact to sales closure, how could I effectively land a sale?
A: Make your debate a winning proposition. You have to show them that if they don't have your service now that they are losing money. Bring that into the equation. NO body wants to leave money on the table and your clients shouldn't either.

In person if you can
follow up every six weeks
phone calls would be next on my list
every six weeks
This is a bad time to be starting a business
it might take up to three years to get your business profitable.

If you have the time and money, then keep going