Warming Up to Cold Calling

by 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

Abstract:

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 | Client relationships | Budgets

Services: Buy this book/Buy this article

 

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