Cold Calling Tips from the Queen of Cold Calling

(1) Make sure that you talk about a “meeting” rather than an “appointment.” Meeting sounds far more professional and important.

(2) Once you have confirmed the meeting–get off the telephone! Do not turn your confirmation call into an extended conversation. Save that for the face-to-face meeting.

(3) If your prospect does need to reschedule your meeting, it is not a cancellation. Your prospect is not saying that they do not want to see you; they are merely saying that a particular time is not good. Reschedule the meeting.

(4) Sometimes, a prospect’s situation may change: Perhaps they are no longer the decision-maker because a new executive has come in above them (this has happened to “The Queen” upon occasion), perhaps they are leaving the company, or perhaps their responsibilities have changed. In this kind of situation, it’s actually a good thing that your prospect cancelled. They would no longer be a viable prospect for you. Find the name of the correct person and call them.

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