How do you warm up your prospects before a cold call?

Wednesday, February 6th, 2008 Posted in Ask Wendy | 2 Comments »

Question from a Subscriber: How do you warm up your prospects before a cold call? Wendy’s Answer: You warm up for your call by doing your homework ahead of time. That includes: Understanding the issues and challenges that confront your prospect Understanding the ...

Engaging Conversation Question

Monday, January 21st, 2008 Posted in Ask Wendy | 1 Comment »

Question: I am fearless when it comes to the phone and know the people I want to reach. My problem, however, is that I have been forgetting that my real goal is to get appointments so that I can ...

The Numbers Game Question

Thursday, January 17th, 2008 Posted in Ask Wendy | No Comments »

Question: I have been assigned as "new business person" and I really fight cold calling for a complex business like ours...marketing.I look at it like this (borrowed from Harry Beckwith, author of What Clients Love and other books):I am single ...