The first time you speak with a prospect is more than likely a cold call, no matter how you generated the lead, from a referral to a networking event the initial phone conversation is really an Introductory Call to get your foot in the door by setting up a meeting.  I have never been a fan of receiving cold calls and often like to mess with the caller – wasting their time, like they are wasting mine. I do understand the cold calling concept and realize it works for many.  I actually set … [Read more...]