Don’t think you’re making a “smart” call just because you’ve gathered lots of social media info on the prospect. Your research won’t make much difference — because the call is still a cold call.
Our Thought Leader partner Joanne Black (founder of No More Cold Calling) debunks the notion of so-called “smart” calling by explaining there are really only two kinds of calls: cold and hot. The former is based on a few pieces of background and contact info. The prospect has no idea who you are. The latter is based on referral introductions. The prospect knows you and offers to have a conversation. Guess which kind of call will get you the sale?