The Joys of Prospecting - by: Nicole Attias

Many entrepreneurs and corporate professionals have great ideas, great social networking skills, but fathom the idea of cold calling or hustling around town for new business. They stick to their comfortable and usual way of doing things. The thought of having to pick up the phone and speak to a complete stranger may not sit well inside. Some may be fearful about it due to potential rejection. Others may feel they are somehow "beyond" making cold calls.

Once, however, the new truths about prospecting are acquired, new results are enjoyed. Almost all new businesses have been built by cold calling, whether door to door or by telephone. Networking or word-of-mouth is fantastic, but it takes time to develop fresh leads. Playing the numbers game is a sure bet. This is even the case when you are doing well in your business and have regular clients. How else will you expand and increase profits?

General tips on cold calling:

• State what you do in 1 sentence or less.
• Do not ramble on about you, but rather be inquisitive.
• Leave progressive voice messages (one message leads to the next).
• Ask for the appointment and expand on what you do in person.
• Follow up within 24 hours of meeting someone worthwhile.

Cold calling can be fun, exciting and fresh if viewed as something effective for your business. It has yielded results for years and will continue to do so. There are no right and wrong ways of doing it. You need to find out what works best for you and your business. Being consistent by making your calls regularly and persistent by not giving up after the first "No" is a first step in getting you started. Good luck.

Nicole Attias & Associates, Office: Canada 416-221-0817, Fax: 416-733-2491

You may be interested in Stakeholder Centred Coaching.