Good stuff from Ellen Naylor again!
People often ask me how I engage people so readily in conversation over the telephone.
“Who do you say you are? Why do you say you’re calling?”
The first question is easy to answer. I always say I’m Ellen Naylor.
The second question is harder to answer without more context. Is it a cold call or a warm call? A cold call is when you don’t know the person and they don’t know you. A warm call is when the other person doesn’t know you, but you know them through your sources. Or it might be a hot call which is the easiest: you and the person you’re calling both know each other and why you’re calling. You have different preparation for each type of call. But you need to have a good entrée to each person so they know in short order why you’re calling, what you want and…
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