Prepare Before Cold-Calling –Dana

Assume someone is very busy. When you get a "live one" on the phone, always ask if it's a good time to chat, or ask when you might call back. I always do, but rarely does a cold-caller ask me this. They launch right into a pitch. It bugs me.

Remember, it's not about you; it's about them. Try and refrain from all the "we do this and this and this" talk. Find out more about what they do, and what they might need from you. When you get a sales call, aren't you listening with "what's in it for me" ears, and "how does this relate to what I do/need?"