Do Some Homework Before You Make the Call

A salesman called the busy CEO of a midsize technology company to say "I'm going to be in your city and would like to come and see you." The salesman wouldn't say what his company did, and didn't know anything about what the technology company did.

So, the CEO clarified, "You won't tell me what you do, and you don't know anything about us, but you want to meet with me when you're in town? You should have done some homework - don't call me again" and hung up.

If this is your cold calling approach, you'd better get used to a whole lot of rejection.

The people you're calling on are busy. Do your homework, present your value proposition, and don't waste their time.