Cold Calling Tips from the Queen of Cold Calling

  1. Use the word “pencil” to set up a meeting with a prospect who seems skittish. “Let’s pencil something in…” This implies that it can be erased or rescheduled. It keeps your prospect from feeling trapped. You get what you want: a meeting; they get what they want: low pressure.

  1. Keep in mind, once a prospect has scheduled a meeting, they are more likely to keep it, or if that scheduled time turns out not to work, they are more likely to reschedule.

  1. Never use the word “appointment” when asking for one. It is much better to use the word “meeting.”

  1. Prospecting is a communication skill. Like any communication skill it can be learned and improved upon.

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