Warm Up To Cold Calls

Everyone hates making cold calls---until they learn how to do it properly. Follow these 7 steps to overcome your fear, and start dialing for dollars. Entrepreneur's StartUps magazine - March 2006 By Kim T. Gordon Can you name one of the most prevalent fears among new entrepreneurs? If you guessed "cold calling," you're right. Some entrepreneurs feel shy about initiating contacts. For others, the possibility of coming across as a salesperson makes them uncomfortable. Yet making telephone contact with prospects is essential, whether it's to form relationships or follow up on leads. If you can't ask for the business you need, you might as well step aside and watch your competitors steal the show. The truth is, cold calling is easy to learn and a whole lot of fun once you master it. Just follow these seven important steps. 1. Practice consultative selling. 2. Know your purpose. 3. Set a goal. 4. Create a three-part opener. 5. Ask great questions. 6. Position against competitors. 7. Ask for the business. Full story . . .