[JSeymourATL]

You've already defined the target market for your app/tool-- so don't "sell", rather show & tell them. Engage you target buyers in a conversation, share with them what you're working on, seek their specific feedback. If they like your demo, they will convert to buyers. The mindset is vital, you're not selling, you're there to help solve problems. But you must reach out first.

[bradleysmith]

Very well said.

A useful 'get started' mind-trick I've found in sales came from Zig Zagler (don't stop reading yet) and it is pretty simple:

Don't start by trying to make a sale. Start by trying to have conversations with people that use (or could use) your product or service.

start by trying to have (100) conversations with the exact people that would use your widget. If your product actually can help these people, it will sell. If it won't, you'll find out how and why it is not helpful very quickly.

[mtber]

I see. So essentially something like: call and set up appointment saying something like "we've been working on a tool for your industry and we would like to share it with you and get your thoughts and suggestions"?

[JSeymourATL]

Yes, be transparent about who you are. Try to make a friend out of your target user, learn about them. As part of the feedback loop, you may even ask-- what do you think a app/tool like this should cost? Early adopters/promoters who provide good feedback could earn a discount. Book suggestion: Gitomer's "Little Red Book of Selling"-- basic premise "people don't like to be sold, but they love to buy."