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  CONTENTS >> PROSPECTING   April 2004
 
EXECUTIVE SUMMARY

Warming Up Cold Calls

Seven Power Prospecting Strategies.

By Jim Donovan



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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