Never Eat Alone

Turn cold calls into warm calls

Instructions

Know who you are meeting with.
Prepare a short, one-page synopsis of the person you are about to meet. Use online platforms such as Google, LinkedIn, and Twitter to look at their achievements and any ongoing professional conversations. Company literature and annual reports will also give you an overview of a company’s direction, challenges, and opportunities.
Start listing.
Go through your current contact list and divide it into categories, ensuring that contact details are correct and up to date. Categories could include relatives, friends of relatives, current colleagues, members of professional and social organizations, people you socialize with, people who provide services to you, etc. Make sure that your contact list is easy to access from wherever you are. Keeping it close to you will encourage you to reach out.
Be active on LinkedIn.
Schedule two hours in your diary to send out personalized LinkedIn invitations to people in your network. You can also use it to map your connections and industries and view shared connections within your network.
Turn cold calls into warm calls.
The next time you make a sales call, use the following formula: Use your background research to find a mutual friend, associate, or place, and mention it to the recipient when you introduce yourself. Succinctly explain how your proposition will add value to them. Give the other person time to share their views and suggest a convenient date for a face-to-face meeting. Be prepared to compromise – start your offer big and settle for what you need.
Warm up your emails.
Mention your mutual contact or state the specific value of your proposition in the header. Send the email when the recipient is most likely focused on their emails: mornings, lunchtimes, or at the end of the workday. Keep it brief. Your email should fit on a single screen. Suggest a clear call to action, including dates and times for meetings. Read your email out loud to check the tone and clarity, and always spell-check your writing.