1. Prepare for introductory calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself, your company, your product or service.
2. Understand the goal of your telephone call. Ask yourself the question: “When I hang up the telephone, what do I want to have accomplished?”
3. When you are making introductory calls adopt the attitude that you expect to speak with your prospect. Expect that your call to be put through and that your prospect will want to speak with you. You have something of value that is of benefit to your prospect. This attitude will help you sound confident and in control.
4. When speaking with a gatekeeper, remember to always use directed words, such as: “What” or “When….” If you ask, “Do you know what time Ms. Decision-Maker will return?” the gatekeeper can simply answer “yes” or “no.” However, with directed words, if she knows, she must give you an answer.