Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

State Your Reason for Calling

This is the third element in a successful cold call script. Consider this statement:

The reason I'm calling is because I sent you some information about our organization in the mail. We provide financial management services to large organizations like yours.

Please note that although I state that the reason I called is because I sent Mr. Jones something in the mail, mail is not a required precursor to your cold call. Mail should be sent as part of a structured process or program. If it is not part of a process or program, it may serve to lengthen the sales cycle. Unfortunately, most salespeople send mail in order to avoid making the cold call. They believe that the prospect will read the mail and call in to place ...