Cold Calling Chills

It is the rare person indeed who enjoys cold calling because it seems so intrusive and is so often met with rejection. The trick is to turn a cold call into a warm call. How do you do this?

Break The Ice

If you have already made contact with this prospect, it really is not a cold call. Send the prospect an e-mail or fax advising them that you will be calling soon to introduce yourself and talk about their needs. State a specific day and time that you will call and say you simply want to introduce yourself and the company.

Think Of A Question

What would you like to know about this prospect? Who the current vendor is? How much he spends on your type product? Forget those questions! He/she is not likely to give you that information and would be offended by your asking. Instead, think of a better question such as: How was the decision made to go with the current vendor? What sorts of services are missing in the current arrangement? What is the biggest problem you're facing at the moment?

Asking these sorts of questions is likely to warm up the prospect and keep him or her from feeling "sold to." Give it a try. Take a moment right now and write down 4 or 5 customer focused questions which would start a good conversation with the prospect.

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