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Warming Up Cold Calls
Seven Power Prospecting Strategies.
By Jim Donovan
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Donovan offers seven pragmatic strategies for making cold calling more successful--and hence more enjoyable (and hence, even more successful!): eschew "passive prospecting"; learn how to deal appropriately with "gatekeepers"; warm up prospects with email; send pre-call letters; organize your follow-up; rigorously manage referrals; and use the magic question: "Can you help me?"
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