Management Tip of the Day: 3 Cold Call Tactics that Increase Sales

We recently changed our email address to noreply@email.hbr.org. To ensure that you continue to receive messages from us, please add our new address to your address book, trusted sender list, or company white list. Learn how »

Are you having trouble viewing this email? If so, click here to see it in a web browser. HOME   |   BLOGS   |   THE MAGAZINE   |   BOOKS   |   AUTHORS   |   STORE RSS   |   Mobile JUNE 14, 2010 3 Cold Call Tactics that Increase Sales In this era of social media and web-based marketing tools, it's easy to assume the cold call is dead. But especially in the B2B market, it is still a very popular — and effective — way to make sales. Here are three ways to convert a phone call into a sale: Find a direct line. Calling the direct number for the person you are trying to reach doubles your chances of getting him on the phone. Utilize online resources. Use sites such as LinkedIn, ZoomInfo, and Jigsaw to get more information about your targets or to make contact. Know the difference between persistence and annoyance. Annoying someone will not make him buy what you're selling. Be professional when reaching out: personalize each message, alternate between voicemail and email so you don't inundate, and add value or provide more information each time you call. Today's Management Tip was adapted from "Cold Call Tactics That Increase Sales" by Steve Richard. Read the full blog post and join the discussion » Share Today's Tip: RELATED PRODUCT Give Me That Old-Time Motivation Harvard Business Review Article People remember the salesman, but rarely is the sales manager recognized in the history books. Still, some old-time sales leadership techniques may hold the key to present-day success. ADVERTISEMENT Follow the Tip: PREVIOUS TIPS Use Words, Not Numbers, to Understand Your Customers How to Build Better Working Relationships with Gen Ys 3 Tips for Changing Careers Within Your Company 2 Ways to Assess Behaviors, Not Just Results 3 Ways to Boost Your Cultural Sensitivity When Your Employee is Unaware of Unspoken Rules How to Assess If You're Ready for a Global Role 2 Ways to Get Mentoring without a Mentor 3 Tips for Giving Your Boss Feedback Rid Your Organization of Email Dysfunction BEST SELLERS Guide to Persuasive Presentations HBR's 10 Must Reads: The Essentials Financial Intelligence Collection HBR's 10 Must Reads on Managing Yourself Guide to Better Business Writing Job Seekers, Take Note Whether you've been laid off or are considering a job change, HBR's Guide to Getting a Job will help ensure that your next move is the right one. Only $19.95. Buy now » UNSUBSCRIBE   |   UPDATE YOUR PROFILE   |   MORE EMAIL NEWSLETTERS   |   PRIVACY POLICY Was this email forwarded to you? If so, sign up to start receiving your own copy. ABOUT THIS MAILING LIST You have received this message because you subscribed to the "Management Tip of the Day" email newsletter from Harvard Business Review. If at any point you wish to remove yourself from this list, change your email address, or sign up for other email newsletters and alerts, please visit the Harvard Business Review Email Newsletter Preference Center. ADVERTISE WITH HBR This enewsletter is read by thousands of decision makers every day. Learn more about connecting your brand with this audience. Copyright © 2010 Harvard Business School Publishing, an affiliate of Harvard Business School. All rights reserved. Harvard Business Publishing | 60 Harvard Way | Boston, MA 02163 Customer Service: 800-545-7685 (+1-617-783-7600 outside the U.S. and Canada)