Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.
But cold calling is an art-form. It can be daunting, its always a lot of work, and you always need to make a good impression. So you need to do it right. Following are some tips which will help you do just that.
1) Record everything
Always write down all details of every phone call. Write down any names and titles you learn. Not just the name of the person youre trying to contact. The receptionist’s name can be vital to remember as they’re often gatekeepers. Write down when you called, and when you said you’d call back.
2) Use a database or spreadsheet to record everything
Youll never manage by hand, and Excel spreadsheets arent user friendly in the long term. If youre prepared to invest in a real CRM (Customer Relationship Management) tool, thats a great idea. If not, you there is a cheaper alternative. I created my own database using Microsoft Access. Visit http://www.divinewrite.com/downloads/contacts and jobs.mdb to download a 208KB working...
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