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151 Quick Ideas to Increase Sales

30

Cold Calls Can Warm Things Up—or,

“The Cracker Jack Moment”

Sometimes the shortest path to success has a few curves

in it.

Epilogue

Epilogue

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Epilogue

To most people, the concept of cold calling is not a pleasant

one. But aren’t there times when a cold call is welcome? Such
as when you’re at a ball game and the Cracker Jack vendor
comes up the steps with his big tray of Cracker Jacks, yelling
out to the crowd, looking for customers—right at the very mo-
ment you were craving a snack.

By definition, a cold call is a sales-oriented contact with a

prospect with whom you currently do not have a relationship.
You can make cold calls for a variety of purposes, such as:

u

Introducing yourself and pre-qualifying prospects.

u

Scheduling an
appointment.

u

Making a sales
presentation.

Under what circum-

stances would someone
welcome an unexpected
phone call or visit from a
representative of your
product or service?

Document the condi-

tions that make for perfect
timing to introduce your
product to prospects. Now
build this knowledge into
your promotional approach.

Assignment