Introduction
Make your own calls
Don't insult your prospect
Be prepared and speak clearly
Know your customer
It's a two-way conversation
I have received of few calls lately where an appointment setter has placed the cold call for the purpose of scheduling another cold call with a sales person. Nothing shows more arrogance than this move. Each time I let the appointment setter know that if the salesperson wants an appointment, they can call me themselves. When the salesperson finally does pick up the phone and call, I'm already put off by their company. Selling media is tough enough without needing to fight an uphill battle right out of the gate. To date, I haven't given the time of day to any company that used this tactic.
Next: Don't insult your prospect
