Cold calling is the ultimate in selling – it involves you giving your all to someone you’ve never spoken to. Avid practitioners of cold calling often refer to the aggressive tactic as an extreme sport.
Some people are just born to sell. These are the “people-people”: they enjoy communicating with others and are incredibly engaging. Other people have to learn the art of the sell.
Glass became a master of cold calling and, after some high-profile challenges, went on to great success. Today, he’s switched gears to EZ Business Cash Advance, an “alternative finance” company that sells small business loans.
“Cold calling is tough to do, and it’s strictly a numbers game,” says Glass. “The more phone calls you make, the more money you can make. The more you’re on the phone, the better your skills and talents become.”
Glass, along with a few other pros, gave us a lesson in the art.
You've already got your Rolodex of people you do business with, but what about the list of companies where you don't have any connections?
Make a list of the companies you would like to do business with. Figure out a way to fill in the blanks and find out who matters and who makes the decisions.
You should know more than just the company name before you dial.
It will show that you know whom you're calling and you think you can offer them something specific to their business.
You want to pitch with a personalised approach -- don't be generic.
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