4 tips from the queen of cold calling

By Wendy Weiss

July 26, 2015 at 12:00 AM

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If cold calling is part of your sales strategy, these tips will help you achieve the best results possible:

1. Keep it new

Keep adding new telephone numbers to your list. You do not want to keep calling the same numbers over and over. You want to keep adding new numbers, so that you're calling a mixture of new and older leads.

2. Don't overdo it

If you keep reaching a secretary or assistant, do not call that lead more than three times in one day. This is one reason to keep adding new names to your list. If you keep reaching voicemail, however, you can call as often as you wish.

3. Research

Make sure your records are up to date. Enter all the information you have gleaned about a prospect into your database. The better your records, the more successful you'll be.

4. Don't sit on hold

If you're put on hold at the switchboard, go on to another call. If you're actually holding for your prospect and you've been on hold for a while, hang up and then call back. You might say "I was holding for [prospect's name] and was disconnected. Is she available now?" This way, you'll either get through to your prospect or find out a good time to call back.

Cold calling can be an exercise in frustration — or your path to sales success. Try these tips to hone your technique.

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