Wait, isn’t it that you first send a cold email to set up an interview on the phone..? Well, most probably yes, especially when you have a complete service or product that you want to sell. We didn’t have that then. What we had was an idea and some research based on articles, comments, questions and answers we found online. But that wasn’t enough. What we needed was the voice of our prospects -- first-hand information. Here's how wo got that.