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.
  2. Many times, introductory callers worry about closing the sale, when they should only be focusing on making the introductory call. You cannot allow your anxiety about closing a sale to interfere with the step you need to take to start the process that ultimately will affect that sale.
  3. When trying to find your prospect, call the highest-level person that you believe might be the decision-maker. If that person is not the decision-maker, generally, they will know who is. That person may even be reporting to them.
  4. Being persistent and tenacious shows dedication and commitment. This demonstrates to your prospect/customer how you will tackle a project for them, that you will do whatever it takes to get it done, just as you did when making the introductory call and scheduling the introductory meeting. Your prospects will respect you for your conviction and persistence.

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