Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off, Second Edition

Proactively Prospecting

I understand that it is not easy to keep to this pace constantly. Since it is so difficult to motivate yourself to prospect, I’d like to explore several compelling reasons to prospect.

First, if you are going to rely on mail or e-mail to get the job done, most prospects will never feel the impact of your efforts. You will get much greater results from the call.

With respect to paper mail, when you send unsolicited information, one of six outcomes is possible:

1.	The prospect never receives the information for a variety of reasons.
2.	The prospect receives the information and throws it in the garbage.
3.	The prospect receives the information, reads it, and throws it in the garbage.
4.	The prospect receives the information, ...