Marcia - 2:17 pm on Jun 8, 2008 (gmt 0)

Interesting topic, to say the least. ;)

I sold $20K a pop venture capital investments for a start-up - exclusively by phone, 100% cold-calling. Working "the front," as it's called. Just about the favorite, most fun thing I've ever done.

A few observations:

a) Not all "lists" are created equal, if that's what you're using; some are far better than others, and will cost more accordingly.

b) Have your best "cold caller" or the best "fronter" in your organization test the lists for you before shelling out the $$$ for more from any list broker. They'll know which are good lists and which aren't; it takes having a nose for knowing, and they've usually got the sniff test mastered.

c) "Dis-qualifying" prospects is more important than "qualifying" on the first cold-call, especially if you're spending $ on sending out "packages."

d) The *deal* is more often than not closed or not closed based on that first call made to the prospect.

Your local print Yellow Pages is your friend. Use it (don't abuse it) wisely.