[edash]

This passage alone was worth the read:

I decided I would offer to write them up on my customer-focused blog in return for a tour of their facility and a short interview. It gave me blog content, a personal chance to add customers, and a way to learn a lot about my prospects. It gave them some traffic, a relevant link, and a blog mention they could point to for social proof.

He contacted people only after doing research and asked if they wanted to be featured on his blog. He gave value first and built connections. This isn't a story about cold calling so much as a story about how relationships, and by extension business, work.