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Cold Calling Tips and Techniques

by: mendesgroup on Date: Sat, 27 Feb 2010 Time: 6:56 AM

Cold Calling Tips and Techniques

Starting Out
Do You Have Any Tips on Developing Cold-Calling Skills?
Pat Cavanaugh offers resources and these suggestions:
· Warm up prospects with an inexpensive promotional item.
· Ask for an appointment at a certain time, rather than "Tuesday."
· Respect the other person's time.
A Little Research Goes a Long Way
Do your homework on the person you are calling before you pick up the phone. Here's a helpful tip on using a personalized approach.
What Warming Up to Cold Calls
Why it's time to rethink one of the most derided marketing tactics. Plus, a sample cold calling script.
What Advice Do You Have for a Cold Caller Who Sells Services?
Don't waste an appointment collecting information on your prospects. Make the appointment once you've got a match -- that's when you're ready to start the selling process. Our sales guru offers tips for collecting info and getting the appointment.
I Never Know How to Start a Cold Call.
A business owner shares her straight-from-the-hip technique for starting a cold call.
Timing Is Everything
The Word Is Out
Sometimes timing's a fluke. Perhaps you timed it right and you didn't even know it. That was the experience this entrepreneur had when her cold call led to a serendipitous publicity blitz.
Next Steps
Leave a Message after the Beep
You've done your research, you've timed the call, the phone is ringing -- and you get voice mail. Don't fret: The right message can get your call returned.
Follow Up
You've sent the prospect info, and now it's time for the first phone call. Here are tips on how to turn a literature follow-up call into an appointment.
When Should I Give Up on a Sales Prospect?
Here's practical advice on how to determine whether it's time to move on -- plus ideas on reaching your target market.
Hot Tip
Your company has grown. Does that mean you've outgrown sales calls? No way! The CEO of a $3.5 million company extols the value of keeping up the calls.

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