In my first blog post, “10 rules to follow when making outbound connect calls” I focused primarily on the approaches to take prior to reaching your prospect. In this post, I will review strategies/techniques I use once I have navigated past the gatekeeper and have reached our proper point of contact -- when it is time to play ball. The first conversation I have with a prospect is pivotal when attempting to earn a company’s business. Everyone has heard the expression “you only have one chance to...
