Some professionals are required to make cold calls. Others might have a boss with a “hit-the-streets” mentality. Maybe you are making a cold call to fill time between appointments. I remember making one with a rep I will call Ted. “What’s your strategy?” I asked Ted. “We’re going to wing it” he replied. As I picked myself off the sidewalk minutes later I asked, “how well does this wing-it approach work for you Ted?”
Don’t wing sales calls. Take it upon yourself to know why you are going in. Never make a cold call without a targeted question in mind and a reason for your stop. Wing it and you may find yourself getting up off the sidewalk.