1. The “Where” is where will you find a list of those prospects? Once you have identified the “Who” (For example, industry, size of company, title of decision-maker…) it is not difficult to find lists. There are many, many resources available on line. In addition, if you live near a good library, business library and/or college/university library you may be able to find everything that you need at the library. Libraries have access to many databases that you can access for free. These days libraries have resources on line, you may not even have to leave your office.
2. As part of your preparation to make introductory calls, write your introductory script. Your script is how you are going to introduce yourself to your prospect. You must create an approach that catches your prospects’ attention and creates willingness to have a conversation.
3. When crafting your script be sure to include as a part of it, an answer to every and any objection you may hear. You want to be so well prepared that your prospect never asks a question for which you do not have an answer.
4. Write your script the way you speak. Written English and spoken English are different. You’ve all been very well trained in school to write in complete sentences with correct punctuation. Real people, however, do not always talk in complete sentences. Real people are not always grammatically perfect. So make sure to craft your script the way you talk. If you have a hard time with this, talk into a tape recorder, and then write it down.