Introduction
Make your own calls
Don't insult your prospect
Be prepared and speak clearly
Know your customer
It's a two-way conversation
The most common way to screw up a cold call is to not know anything about your prospect's business. You don't need to be an expert, but at the very least take two minutes to visit your prospect's website. As a life insurance brokerage, I receive daily cold calls from people who think our company sells auto insurance, health insurance, or they think we're a stock brokerage firm. A simple two-minute visit to our website would be time well spent.
Want to be a superstar and make a great impression 90 percent of the time? Do research and find out what type of advertising your prospect's company is engaged in. The question: "Are you doing any online advertising?" immediately tells me that the salesperson did not do their homework. If the salesperson hasn't taken the time to understand what we're already doing, then it is extremely unlikely that they will earn my business.
Next: It's a two-way conversation
