Five Easy Steps
"Cold-calling isn’t rocket science." That’s the title of a recent article by Colleen Francis, founder and president of Engage Selling Solutions. While it may not be rocket science per se, one could argue that there is a particular science to making the perfect cold call. Francis has whittled down cold-call prep to five steps: 1.) Make a good first impression 2.) Be honest and upfront 3.) Build rapport with a story 4.) Find out what matters 5.) Secure the action In her article, Francis carefully lays out the logic behind each of the steps, noting that each builds the foundation for the following step [check out the full article here]. Overall, the call should last approximately five minutes, and even if it doesn’t lead to success each and every time, you are becoming more comfortable with the process.
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