When calling a new prospect, or anybody for that matter, you only have a few seconds to connect and stay on the call.

Tell them your name. Ask if they can talk for a short time. Tell them why you are calling.

When telling why you are calling — Try and make your “Why” so that they want to listen more. This is tricky and will take practice.

I always try and find out if they use or have need of my type products. If they do not, I usually ask if they know someone who does. This asking for a referral so early in the process, especially if you know you are not getting anywhere with this person is hard. However, I have found that if I make 25 calls and all are not good, but I get one name, I am one more potential person closer to a sale.

Get started doing this, practice, practice, practice and you will find your courage building. Many people know you are looking for business and many will be kind enough to help your success.