Ask HN: Selling SaaS to Small/Offline Businesses?

Anyone out there successfully sold a SaaS app to small/offline businesses? Essentially those such as landscapers, architects, accountants, lawyers, etc.

Since these aren't necessarily as captive an audience as say developers are, meaning they may not be online, looking for the latest and greatest, I'd like understand what worked best with respect to marketing/obtaining leads...was it all cold-calling, emails, a mix of online/offline efforts?

It's been difficult finding solid information on how to proceed...as most is targeted towards consumers/tech friendly folks that are actively online. I realize its a bit of trial and error, but I'd like to learn from those that have been through it already.

I'm happy to compensate you for your time/advice...possibly through something like Clarity.fm

Thanks.