If you work a local market, then do what Sandra says. if not, here's my contribution:
I've always thought the objection was a way to get me off their phone, when I wasn't bringing any value for them to the discussion.
The only way I've ever overcome this objection is if I happen to be approaching them with a candidate who is pertinent to their needs. It often takes a few tries, but that's fine..no one's ever taken seriously until consistent effort is demonstrated,
being good at this type of business development means time spent understanding everything from your candidates background, & what they have to offer, to knowing how the company can utilize and benefit from hiring the candidate.
This takes thinking time and study time on your part..better to make 10 or 15 good calls to where the guy is a fit, than to make 100 half assed calls just to put your name out there.
It has to be all about them, not about you.
Being able to distill this into a cogent SHORT presentation is mandatory..musn't put their feet to sleep.
Nobody likes to take marketing calls, but they like to hear from folks who can solve a need when there is one.