The mere thought of cold calling makes many people’s stomachs turn. It’s a difficult and nerve-racking experience that takes courage, confidence and thick skin.

So if you’re nervous (which you probably are), it helps to warm up before you call. Run through your opening statement in your head or out loud. Anticipate potential questions. It can also help to warm up your prospect by sending out preliminary materials like fliers or brochures. That way when you call, your prospect will already have some context as to what you do.

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