Cold Calling Do's and Don'ts
We have put together a quick check list of things to think about when you are starting a cold calling session:
- Make sure that you regularly carry out a Telephone Preference Service check on your data
- Ensure you have a very clear market focus and create clear propositions to key people
- Don’t try to be all things to all companies
- Carry out a thorough qualification of your target companies – to save a lot of selling time
- Don’t remove companies that you have qualified out of your database – you may develop a product or service that you may be able to sell to them at a later stage
- Don’t call too high, too soon – you will often only get one shot – make it your best!
- Do check and double check information you have uncovered – don’t be mis-informed
- Don’t be dismissive of Gatekeepers – sell to them instead
- Do develop and continue to refine a library of sound bites that can be adapted into focused propositions for key individuals
- Don’t start calling until you are prepared to deal with potential objections
- Do make sure that you are always polite and courteous and ask if it is convenient to speak.
Happy cold calling and we trust that these tips will help you.

