12 Handy Tips for Generating Leads through Cold-Calling
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Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.But cold calling is an art-form. It can be daunting, itís always a lot of work, and you always need to make a good impression. So you need to do it right. Following are some tips which will help you do just that.
1) Record everything
Always write down all details of every phone call. Write down any names and titles you learn. Not just the name of the person youíre trying to contact. The receptionist's name can be vital to remember as they're often gatekeepers. Write down when you called, and when you said you'd call back.
2) Use a database or spreadsheet to record everything
Youíll never manage by hand, and Excel spreadsheets arenít user friendly in the long term. If youíre prepared to invest in a real CRM (Customer Relationship Management) tool, thatís a great idea. If not, you there is a cheaper alternative. I created my own database using Microsoft Access. Visit http://www.divinewrite.com/downloads/contacts
and jobs.mdb to download a 208KB working copy for FREE. Youíll need Microsoft Access 2000 to run it. Iím no database expert, so itís not a work of art. Itíll certainly get you started though. (TIP: When using the database, press Ctrl + ; to enter todayís date.)
3) Always call back when you said you would
Donít let them down. They may not even remember that you committed to calling back. But if they do, and you donít meet your commitment, youíll lose valuable credibility and respect. And wherever possible, work to their schedule. You're here to help them, not make things harder.
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