hose days, nobody made 'cold calls' to prospects. I had no choice. That initiated me into the art of 'how to make cold calls'. It is not simple. You have to crack the system: the operator, then the secretary, then the boss or reach out to a cousin or an influential person in society. All this takes time. In my first call to a prospect, I told the operator I needed to speak with Mr. X, your Marketing Director.

Of course they would ask, "Where are you calling from?" ... more