By Kim T. Gordon

A reader recently sent me this terrific question: "I'm in the process of building our B2B prospect list and will be contacting businesses by phone. Can you give me some tips on what to say? I'm worried about coming across as pushy or inexperienced."

Many small and home-based business owners share this concern. Contacting prospects for the first time by telephone, especially if its new to you, can be a daunting challenge. Fortunately, there are guidelines to follow that will get you off to a successful start.

Begin by focusing on the purpose for your calls -- to qualify prospects and uncover their needs so you can determine how to fill them. At the outset, you'll know very little about the companies and individuals on your list, so it's vital to qualify them carefully to see that they fit your criteria for good prospects. This will save time and money in the long run, because you won't meet with unqualified prospects or squander your budget marketing to less than ideal targets.......[read more after logging in]

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