Warming Up to Cold Callingby Michael J. Sanfilippo, Dir. of Marketing; Borton-Lawson Engrg., Wilkes-Barre, PA,
Serial Information: Civil Engineering—ASCE, 1999, Vol. 69, Issue 7, Pg. 68-69
Document Type: Feature article
Calling a prospective client to arrange an initial meeting can unnerve even the most experienced marketer. But it is a useful tool, especially for small firms on a tight marketing budget. This article provides practical tips for successful cold calling, including the importance of practice, using a script to make a difference, overcoming the most common objections, and persisting to reach the right person.
Subject Headings: Marketing | Budgets | Client relationships
Services: Buy this book/Buy this article
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