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When Donna Chaiet looks for new students to enroll inself-defense classes at Prepare Inc., her New York City-basedbusiness, she does something many start-up entrepreneurs considertotally outside their comfort zone: She makes cold calls. Her goal:to encourage the person to request information about Prepare Inc.,drop by the school for a tour or sign up for a 20-hour ImpactPersonal Safety training seminar.
"I make 20 to 50 calls a day, depending on myschedule," says Chaiet. "I found it intimidating [atfirst]. But I took a deep breath and told myself to believe theperson wouldn't be turned off by my call but would want to hearabout my seminar. This shift in my attitude, plus being passionateabout my services, makes cold calling more palatable and asuccessful marketing tool."
Calling strangers to get their business can sound daunting. Theprocess becomes easier once you practice what you plan to say, mapout your prospects and learn how to handle their objections orrejection. Here are six proven techniques you can use to turn yourcold calls into hot sales:
