You’ve heard of cold calls. You’ve probably even carried out your share of them. How was the return? Less than you’d hoped? Often, calling 100 people who don’t know you will yield less-than-impressive results. The solution? Set your calls on fire. Hot calls–when there’s been an introduction and the prospect is expecting your call–are fifty percent more likely to result in a sale, by some estimates. Author Joanne Black explains how to heat up your sales:

  1. Make a list of everyone you know – prime sources for referrals. Prioritize the list with the names of people you know best at the top.
  2. Set a goal to contact at least three people each week to arrange in-person meetings if at all possible.
  3. Tell your referral sources that you are building your business through referrals and would appreciate their help. Describe your ideal client and ask for one or two people who meet this description.

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