Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Sales Pro Tips:

1. Prompt—Call at exactly the time you stated in the letter.

2. Professional—Be friendly and welcoming to all gatekeepers.

3. Be to the point—Avoid long-winded and pointless responses.

4. Practice your message before you make your first call.

5. Prepared—Be ready for the prospect to pick up the phone.

Purpose—Purpose of your call; be specific when calling and say it up front! “The purpose of my call is to … set an appointment, send you information, invite you to a webinar, or invite you to a seminar.”

Process—Know your process; be able to articulate the process to your prospect. “I would suggest the following process to understand each other’s companies and see if there is a strategic fit for us to work together…. Let’s meet casually ...