Consultant starting to get clients

General question on IT consulting.
I have opened my own business. I will provide IT services to small (10-50) businesses. I have established a few target industries. My question is, what is the best way to approach them? I’ve started to mail them brochures telling them about the company. Would it be better to follow up with a phone call, or go to their place of business? Any other thoughts on marketing a small IT consultant business? What works best to get somebody on my hook??
PS – I’ve told my network of friends and associates.
PSS – Another good tip is to take that target industry and find out their problems.

Thanks,
David