Cold calling can be a great way to generate quality leads. You get to speak to the gatekeepers and stakeholders, and you get a great insight into their requirements and influences.

But cold calling is an art-form. It can be daunting, it’s always a lot of work, and you always need to make a good impression. So you need to do it right. Following are some tips which will help you do just that.

1) Record everything

Always write down all details of every phone call. Write down any names and titles you learn. Not just the name of the person you’re trying to contact. The receptionist’s name can be vital to remember as they’re often gatekeepers. Write down when you called, and when you said you’d call back.

2) Use a database or spreadsheet to record everything

You’ll never manage by hand, and Excel spreadsheets aren’t user friendly in the long term. If you’re prepared to invest in a real CRM (Customer Relationship Management) tool, that’s a great idea. If not, you there is a cheaper alternative. I created my own database using Microsoft Access. Visit http://www.divinewrite.com/downloads/contacts and jobs.mdb to download a 208KB working copy for FREE. You’ll need Microsoft Access 2000 to run it. I’m no database expert, so it’s not a work of art. It’ll certainly get you started though. (TIP: When using the database, press Ctrl + ; to enter today’s date.)

3) Always call back when you said you would

Don’t let them down. They may not even remember that you committed to calling back. But if they do, and you don’t meet your commitment, you’ll lose valuable credibility and respect. And wherever possible, work to their schedule. You’re here to help them, not make things harder.

TIP FOR COPYWRITERS: If you’re an advertising copywriter or website copywriter, ask to speak to the Marketing Manager (or if the person who answers the phone says they don’t have a marketing manager, ask for “the person who looks after your advertising & website” – all businesses have that person – it’s generally one of the owners).

4) Always try to get on with the gatekeepers

Receptionists and personal assistants have great influence, and quite often do more of the real work and decision making than the person you’re trying to contact! Make friends with them and you’ve got a foot in the door. (But don’t waste their time or crawl – they get a lot of that!)
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A vending machine distributor is a person that sells and delivers vending machines of all kinds. If you are planning to get started in the vending machine business, you do need to start with a distributor in order to get the machines that you need. The distributor could be a single person that sells the vending machines out of his/her basement or it could be a large company with salespeople and a catalog that you can browse through. The vending machine distributor works with the vending machine manufacturers to bring you the machines you want to use in your business.

When you want to start a vending machine business of your own, the first thing you need to do is find a vending machine distributor that has the type of vending machines you want to start with. The problem is knowing how and where to find the distributor and what vending machines are right for you. Many of the distributors you contact can give you valuable advice about what types of vending machines would be best for your area. The distributors that deal with your area will also be able to give you advice about getting into this type of business opportunity. Vending machine routes may be available where the machines are already in place.

As an independent vending machine business owner just getting started, you may not be able to deal with the manufacturers of the machines. This is where a vending machine distributor can really help you. These people know the manufacturers of all the different types of machines and may be able to put you in contact with someone that has used vending machines for sale that are in excellent condition. Since the distributor is usually a good client of the manufacturer buying many machines, for you and others taking advantage of a vending machine business opportunity, he/she will also be able to get a better deal on a new machine.
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One of my very good friends leads a top performing sales organization selling financial services out of Boise Idaho. His team is consistently rated as the top producing office in North America for his company. We are always exchanging ideas on selling, challenging each other on philosophies and suffice it to say, his past performance has always caused me to listen intently to what he has to say.

I have no idea if the story he told me is true or not. He has played a practical joke or two in his day. Short of travelling to Africa, I’m going to give him the benefit of the doubt. Even if there is a bit of embellishment to the story, it is a great tell with an insightful message.

In Africa, as Charles tells it, the natives have a clever way to catch monkeys. They take a coconut shell, cut a small hole in one end, and hollow it out. The hole is just big enough to allow a monkey’s hand to enter.

Then they attach a string to the other end of the coconut shell, place some peanuts inside, put the shell in the middle of a clearing and hide themselves behind a tree until a monkey comes.

The monkey smells the peanuts inside the shell … it reaches in to grab the peanuts … but when it does, its fist, full with peanuts, is too large to pull back through the hole.

The natives start pulling on the string and reel the silly monkey in. Why, because the monkey will not let go of those peanuts to save his life. All the monkey would have to do is let go of the peanuts. He doesn’t, as he has to have the peanuts.
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Harvard Drug Research Fraud and Cover-up: How Off-Label Profiteering Works

Drug company money influences and corrupts research. That is a given.

What is less understood is why drug manufacturers spend billions for research on off-label uses for their products – uses that were never cleared with the FDA when the drug was submitted for approval.

Off-label use allows drug companies to get “through the back door” what they could never, and I mean never, get away with by going directly to the FDA for approval for a new use of a product – what is known today as an off-label use.

You would hope that researchers wouldn’t corrupt the commercial experimentation of a new, or off-label, use of a drug to treat children by covering up their consulting fees from Big Pharma. But that’s what happened.

More important than what happened is why it happened and at the bottom of all this is a terrible mistake the U.S. has made in allowing the exploitation of off-label use.
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