by Brad Massey
There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business.
However, cold calling isn’t really selling–it’s more closely aligned with marketing. In fact, letâ€™s stop using the term â€œCold Callâ€ and replace it with the term â€œFirst Contact Callâ€ (FCC). Use these FCCâ€™s not to â€œmake salesâ€ but rather to qualify or disqualify further actions. After all, â€œmaking a saleâ€ for most of us, takes more than one phone call. (more…)