It may be intimidating at times, but phone prospecting is an essential part of selling. Here are a few strategies to reach your prospects by phone to help you get a meeting or make a sale. How to make your phone prospecting more effective
1. Get past the gatekeeper
They’re called gatekeepers for a reason. Their job is to keep out people who waste decision makers’ time and let in those who can help. A quick way to make sure you’re seen as being in the latter category is to ask the operator a time-related question. If it’s early afternoon, you could say to an operator, “Hi. This is John Jones with XYZ company. Has Jim in information technology made it back from lunch yet, or is he still out?”
Dispatches From The Front 