1. Make telephone calls. No one will ever say, ‘yes’ if they do not know of your existence.
2. Feel your prospect’s pain. Articulate that pain. Your prospect will see you as someone who understands. Then, offer a solution.
3. Position yourself as an expert, someone who has knowledge and authority. Do this by discussing your expertise and your credentials. Answer the question, ‘What makes you (or your company, product or service) different from everyone else in the entire world who is selling something similar?’
4. Know the goal of your telephone call–and this goal may be different from your ultimate goal. For example, if you are calling to set up a new business appointment, the goal of your call is an appointment–not a sale. Once you know the goal, make sure to ask for what you want.