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One of the most-feared, and yet most effective, ways to develop business is the dreaded, and much maligned ?cold call.? But, if you develop a consistent approach to your cold calls, you can overcome the fear of not knowing what to say or how to respond when the person on the other end of the phone actually answerss!
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First thing: remember the goal of your cold call. Your goal on a cold call is to GET AN APPOINTMENT. Your goal is NOT to sell on the phone. (If your job is telesales, then of course your goal would be to sell on the phone; we will be covering that topic in a separate article.) When you set your priority on getting an appointment and not on selling, it becomes much easier to for you to actually get in front of the people you need to see to make your goals and close more business.
Here are the four steps that go into a successful cold call:
1. Opening:
In your opening statement you want to get the other person
