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First impressions are “make or break” in the business world. Even with the advent of selling through social media, cold calling is an essential part of any business development plan. Cold calling new prospects sets the tone and foundation for developing long-lasting, rewarding business relationships. Done correctly, cold calling can be empowering and effective. The following are key cold calling tips to build a rapport and establish equity with potential customers:
A Positive Outlook – The majority of sales professionals view cold calling as boring, monotonous and unpleasant. No one is going to waste valuable time during his or…
Many sales people do not understand the municipal market, so they just shy away from it and target the traditional commercial business-to-business prospects they are comfortable with. However, that leaves significant opportunity on the table. Sales professionals who are willing to get out of their comfort zone and invest their time to learn the municipal market can find success.
Want to get started targeting the municipal market? Here are some tactics I have found successful.
Establish a relationship with local purchasing managers.
Educate them on your company and the products you offer. Once a purchasing manager feels comfortable with a company, they…
