How to Set a New Appointment without Cold Calling

woman-smartphone-waterHow can you make a good impression and set a new appointment without cold calling?

How do you get straight to the decision maker without making a phone call?

If you are making call after call and reaching too many voice mail messages, and you are unable to get through to the decision maker, there is something you can do to get directly to her or him.


It takes more time than making cold calls, but you get better results – and no rejection.

It is what I did at the beginning of my sales career to motivate decision makers to call me.  I took the time to do this because I was ambitious, motivated and wanted to prove that my method would actually work.

This is what I did

I composed and printed a convincing letter directed at the needs of law firms because my company at the time had a product that would solve their problems.

Then I took a list of 150 law firms (with decision-makers’ contact names) home with me one weekend, along with 150 envelopes and 150 stamps.

During the weekend at home I hand addressed all 150 envelopes with contact name, including the return address of my company, signed 150 letters, stuffed them into the envelopes, put a stamp on each one and mailed them. Yep. Snail mail.


A handwritten, personally-addressed letter usually goes (unopened) from the secretary directly to the decision maker. I know this because in a previous life I was a secretary.

A Wonderful thing happened next

A few days after I mailed the letters, calls came in for ME from top people in the law firms who received my letters. Nice!

They requested an appointment with me and I made my first big sale of six units.  Woo Hoo!

I have included this “letter to request an appointment” on page 11 of my 76 page e-book which also contains a compelling testimonial request letter & fax-back form along with 63 copy-and-paste business and marketing letters.

Click Here to see the complete table of contents of this sales-building e-book with 63 ready-to-use marketing and business letters you can also send as emails.

This powerful e-book includes:

  • Introductory Letters
  • Letter to request an appointment
  • Sales Letters
  • Collection Letters
  • Anniversary Letter
  • Special Announcement Letters
  • Letters of Recognition
  • Congratulatory Letters
  • New ownership, new location, notice of company name change, follow-up and thank-you letters
  • Testimonial request letter and fax-back form
  • Letters to win back inactive customers

Click here to see the complete table of contents of the 63 compelling copy & paste letters and emails you can use starting today.

3 Reasons to Hate Cold Calling

Woman-eyes-fear-tnYou know that horrible dream where something bad is happening and you can’t stop it?

Or where you’re trying to talk but can’t?

This will all make sense in a minute.

Okay, back to cold calling.

Three reasons to hate it.

1.)  If you’re the victim (excuse me . . . the prospect) and the caller is obviously reading a boring script and drones on and on without even pausing or asking you a question.

Or –

2.)  When you are a newly hired telesales person who has been handed a script and told to “just make calls” (without any training.)

Or –

3.)  When you are making a cold call and the prospect suddenly asks you a question you are totally not prepared to answer.

The horrible dream is coming true.

The prospect is asking a question and – like in the dream – you can’t answer.

What to do

1.) As the prospect you can choose to either politely use a reason to end the call or just (sorry cold caller) hang up.

2.) As the newly hired telesales rep, prepare yourself BEFORE starting to “just make calls.” Read your employer’s website. The entire website. Find out as much as you can about the company, products and services you will be calling about. Ask about the objectives your manager wants to achieve – in addition to making a sale.

Does your manager want you to find out from the prospect:

  • Updated contact information?    Necessary.
  • Name of the decision maker?    Necessary.
  • Info about products the prospect is currently using or buying?    Necessary.

3.)  Be prepared with the magic “all-purpose response” in case the prospect asks you an unexpected question.

If you have been part of my one-to-one e-Course you know what the “all-purpose response” is.

More tips about cold calling:

5 Cold Calling Mistakes

And –

You are invited to register for my one-to-one private 4-week e-Course. (see feedback from my favorite clients on this page.)

This course includes 4 weeks of once-a-week private telephone sales training and coaching where I will work personally with you.
Good News:  Your BTA educational discount applies for this e-Course!

If you are tired of not getting to decision-makers, not grabbing interest when you do reach them and having voice mail messages ignored, phone me at 757.463.0924 or email

Thanks for reading – I would love to work with you and help you achieve your goals!

- Ann
PS – See unexpected feedback here 


The Secret to Getting Good Referrals

success-road-signWouldn’t it be nice to open an email from someone and read this:

“My friend recommended that I buy your products because she has been very happy with them.”

Or answer a phone call from someone who says the same thing?


New sales without cold calling.

New sales without sending an email.

Just new orders.

Lots of new orders.

Sales coming in because customers recommended you or your products or your company.


This actually happens on a continuing basis to a successful business in Chatsworth, California.

In fact, they tell me that more than 150 of their current active accounts have come from referrals over the last two years!

This company’s products and services must be very, very good to attract this number of referrals who continue to buy from the company.

What is the secret to their success?

From their website:

“Our mission is to create quality products, quality services and quality relationships.

From the referrals they receive, it seems their mission is accomplished.

This is one of the compelling testimonials they received:

“I just realized that we have been working with [company name] since 2007. I wanted to take a moment of your time to thank you for the excellent customer service you have provided me over the past several years! We make most of our inkjet cartridges in house, however the Dell’s and Lexmark’s that we have trouble with and are known problematic cartridges, we get from you with excellent results.”

But not every business is lucky enough to attract referrals without asking, so what is the best way to ask for a referral?

The best time  to ask is after a happy customer has thanked you for your excellent products or fast delivery or anything else they love about your products or services.

How to ask:

First:  Don’t ask “Do you know anyone else who can use our products?”

Reason: This question makes it too easy for the customer to say “no.”

Better: “Who else do you know that can use our products?”

Reason: This is an open-ended question that prompts the customer to THINK about an answer.

Here is a thought for you:

If you set a goal that you will get two referrals each day from your customers, at the end of the week you will have 10 new prospects and they won’t be as a result of cold calls.  Nice!

To learn more about how to get good referrals plus specific and creative ways to increase your sales, join my e-Course.  I would love to work with you and help you achieve and surpass your goals!



5 Cold Calling Mistakes

Watching a business associate listening to a cold call prompted this article.

When the phone rang, he picked it up and listened.  After what seemed like 30 minutes of listening (it was probably only five minutes, but still too long) he finally said: “I don’t need any” and hung up.

Whoever phoned him was obviously just reading a script and talking about whatever products he wanted to sell.  Borrrring. :(

5 Cold Calling Mistakes + Tips to Keep the Prospect Interested

Mistake #1. Not researching the prospect and business you are calling.

Tip:  Do some research on the prospect and her/his company before you call.

Spending a few minutes on research will yield big results.

Otherwise s/he will know that you are just “smiling and dialing” randomly.

It’s so simple these days to obtain good solid information on a prospect prior to picking up the phone.

Google the prospect’s name or check and you can get really useful information.

Mistake #2. Not Asking questions.

Tip:  If you take the time to ask questions to find out what the prospect needs and what is important to her, you will get honest answers.

If you don’t bother to ask these questions, how can you uncover needs and pains?

How can you try to sell something when you don’t even know what the prospect needs or wants?

Without asking questions, it sounds like you’re just in it for the sale, your quota and your paycheck.

Asking questions the right way prompts a conversation instead of a monologue.

Open-ended questions keep the prospect on the phone with you longer. It works like magic.

Mistake #3. Not Listening to answers.

Tip: If the prospect has something to share, stop talking long enough to listen.

Really listen, don’t just hear the words.

Mistake #4. Don’t say you “will be in the area.”

There is nothing worse than hearing those words from a cold caller.

That sales technique went out in the 80′s.

It is one of the fastest, most effective ways to induce a hang-up in record-breaking time and shut down the call.

Tip:  Be honest and ask to set up an appointment if there is any interest.

Mistake #5. Not using the prospect’s name.

There’s no sweeter music to the ears for most people than the sound of their own name.

Tip:  Don’t use his name too often because you will sound like a pushy sales person.

Remember that we are all subconsciously conditioned to respond with openness to our name and a question.