Know-How Exchange : Strategy

I work with the preferred provider of precollections and debt collections services for healthcare in the country. This means I spend a lot of time cold calling docs and dentists. We are trained to go through the practice manager first because they will be the ones using the service, not the doc. The doc still signs the checks though. I call and visit upwards of 70 offices per day and usually find phone to be better (believe it or not). My appt setting ratio is 1% of total calls. I'm considering postcard mailing to a hit list of 200 per month to build awareness for my calls. I also use a direct, polite approach. I'd rather wear them down with a smile than take a risk with over-aggressiveness. Any feedback on raising my appt ratio will be appreciated.