1. Make sure that your telephone has a clear sound. If you are not sure, use someone else’s phone to call yours and have a colleague standing by to answer it. This way, you will know for sure.
2. Set up your system to keep track of every single lead. And make sure that you use it, every time.
3. Along with the company name, prospect name, address and telephone number, you need to track dates of contact; what was discussed; dates to call back; if marketing materials were sent, which ones; if samples, which ones; etc. You want to make sure that you have the correct spelling of your prospect’s name (everyone likes to have their names spelled correctly) and her full title. And make sure to keep notes of everything. Flag prospects with which you set up meetings and prospects that require follow-up calls.
4. Good times for calling senior-level executives are generally early mornings before 9:00 a.m. or early evening after 5:00 p.m. Frequently, secretaries are gone, and prospects will answer their own phones. Lunch is also a good time; again, secretaries might be out, and the prospect may be answering her own telephone.