Actually there isn't any science to cold calling. It's quite simple. I participated in a couple recent discussions on Linkedin concerning cold calling. One discussion posed the question whether 100 calls a day was really feasible. Yeah! That's 16 calls an hour. Not much of a challenge. I usually do my calls at the top of each hour and then move on to other projects. I also do emails and read online while I am cold calling.
The other discussion centered on the someone's "6 elements of cold calling"...huh? It was a classic example of someone making things more difficult than they need to be. Again it's simple...pick up the phone and talk to a lot of people. By the way, when I say "talk to a lot of people" I don't necessarily mean speaking to them live.
The reason cold calling is so important are the times you don't reach the prospect and end up leaving a message. Each message is a mini commercial and should contain some piece of information you think might be important to the prospect. While I never really expect someone to return my call, I always leave my phone number AND my email address. Many times prospects would rather respond via email. One of the reasons is that they can "return you call" anytime. I've had people respond to my cold call at midnight via email.
Cold calling is one of many tools salespeople use to generate business, just don't make it more difficult than it needs to be.
Happy Selling!
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