Cold Calling Tips from the Queen of Cold Calling

1. A headset is a must. For many years, I worked with my telephone lodged between my shoulder and my head. This gave me a perpetual crook in the neck and incredible tension in my shoulders and upper back. Finally, I purchased a headset. No more neck, back and shoulder strain! A headset leaves your hands free. It’s easier to take notes, access information or gesture (which-even though your prospect cannot see you-makes your conversation more real).

2. 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.

3. Set up your system to keep track of every single lead. And make sure that you use it, every time.

4. 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.

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