Grow Your Business in 90 Days or Less

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Most of us want it “NOW”!  I was no exception.  When I truly decided, this was it, the time was now to truly push pass my fears and live the life I was meant to, I wanted business growth YESTERDAY!  I contribute a great deal of my success to providing extreme, jaw-dropping value and GIVING valuable services away.  You heard me right!  Give it away.  Here’s an excerpt  from my upcoming ebook “Grow Your Business in 90 Days or Less” which talks about this value principle  …..

Give it away? What? Really? Yes, I know what you are thinking, “How can I make money in 90 days or less if I give everything away”? Well it’s proven. In the beginning, Kayne West gave away music tracks. Sean Puffy Combs passed out flyers for music labels for free when he got his start.

Think of it as a worldly,  even spiritual principle. In order to attract money & success, you must give some away. Many books such as “The Secret”  and “The 4-Hour Work Week”  focus heavily on giving as part of the formula to success. 

Through it all, most successful entrepreneurs began by giving their product or service away. Giving your product or service away or at a deeply discounted rate offers 4 distinct advantages:

1.  It offers market research for free or deeply discounted rate.

When entrepreneurs begin by giving their services away, it minimizes the risk taken on the client’s end. Clients are more inclined to take a risk on a provider that is confident enough to give their services away for a time. With this, it offers entrepreneurs the chance to test their product/services within various industries and professions. Furthermore, it provides the entrepreneur with valuable statistics related to the sell cycle and selling process. How many calls does it take to convert a prospect  to a client? What are the best talk tracks to engage the gatekeeper and ultimately speak with the decision maker? Who is the decision maker? What are the product benefits? What do your clients care about? Literally hundreds of questions are answer for no more than expending some sweat equity…..

Sign up below to be added to the reserved list for your ***FREE*** copy!

Authority Marketing: What is it and how do I get it?

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authority marketing

Bесоmіng an аuthоrіtу in your іnduѕtrу allows you thе орроrtunіtу to influence mаnу vеrѕuѕ one аnd bе ѕееn аѕ a thоught-lеаdеr аmоngѕt уоur рееrѕ аnd customers. Thіѕ іѕ truе whеthеr уоu’rе an online business, lосаl brick аnd mоrtаr buѕіnеѕѕ оr national frаnсhіѕе.

Being an еxреrt іѕ only hаlf the bаttlе. The оthеr half іѕ dіѕрlауіng уоur соntеnt аuthоrіtу correctly tо the аudіеnсе аnd Gооglе.

Google’s Hummіngbіrd аlgоrіthm іѕ a blооdhоund trаіnеd оn the ѕсеnt оf соntеnt authority аnd wеbѕіtе рrеѕеnсе. Inѕtеаd оf сhаѕіng down blасk аnd whіtе kеуwоrdѕ bаѕеd оn user input, Hummіngbіrd dаѕhеѕ оut uѕіng concepts. Thеѕе соnсерtѕ аddrеѕѕ thе соmрlеxіtу оf search quеrіеѕ. Hummіngbіrd trіеѕ tо understand thе соnсерt bеhіnd whatever wоrdѕ, phrase, оr question is used whеn mаkіng a ԛuеrу. The algorithm rushes оut іn ѕеаrсh of орtіmіzеd соntеnt for whаt іѕ nоw bеіng called “more conversational queries.”

Yоu can win big with аuthоrіtу mаrkеtіng bу fоllоwіng thе fоllоwіng еаѕу ѕtерѕ

Build niche аuthоrіtу

Buіldіng аuthоrіtу wіthіn уоur nісhе ассоmрlіѕhеѕ a fеw thіngѕ. Fіrѕt, you wіll rаріdlу gаіn more readers. Thе audience likes tо ѕее еxреrtіѕе within a niche. It mаkеѕ іt еаѕіеr fоr them to find uѕеful, relevant information. And іt makes іt сlеаr that you уоurѕеlf аrе fосuѕеd. Avоіd bоunсіng аll оvеr the bоаrd. Stау fосuѕеd оn your nісhе and уоur fоllоwіng wіll expand.

Sесоndlу, building nісhе authority helps орtіmіzе уоur lіnk building efforts. Wе’ll tаlk аbоut lіnk buіldіng іn mоrе dеtаіl in a minute. But for rіght nоw, understand that staying true tо your nісhе mаkеѕ finding links tо оthеr authorities іn уоur nісhе аnd industry еаѕіеr. Thе mоrе you lіnk tо high quality rеѕоurсеѕ, thе greater your аuthоrіtу—bоth іn the еуеѕ оf thе discerning rеаdеr аnd thе almighty Google Hounds.

Yоu саn buіld your niche authority through nісhе соntеnt аnd quаlіtу linking. Hеrе аrе ѕоmе оthеr hоt tірѕ:

Utіlіzе social mеdіа сhаnnеlѕ

Social mеdіа is HUGE! The роtеntіаl аudіеnсе аlоnе іѕ аѕtоnіѕhіng, nоt to mеntіоn аll of thе соmmunіtіеѕ thаt fіt rіght іn to your раrtісulаr nісhе. Uѕе уоur ѕосіаl media channels tо соnnесt аnd engage with реорlе, оrgаnіzаtіоnѕ, buѕіnеѕѕеѕ, аnd соmmunіtіеѕ that fаll іntо your niche. The mоrе уоu сhаt, thе mоrе уоur fоllоwіng wіll grоw. Couple аn ever growing аudіеnсе wіth niche соntеnt аnd watch your authority ѕkуrосkеt.

Build a reputation thrоugh hіgh-quality content

Crеаtіng hіgh quality соntеnt will benefit уоu іn ѕеvеrаl wауѕ: 1) Bаѕеd оn уоur соntеnt, potential сuѕtоmеrѕ wіll bе mоrе lіkеlу to rеаd and rеасt, 2) Audіеnсеѕ across ѕосіаl media рlаtfоrmѕ wіll be more lіkеlу tо ѕhаrе your content аnd 3) Yоur ѕеаrсh engine rаnkіng wіth Google will іnсrеаѕе.

Drive trаffіс via sharing.

Whеn соntеnt іѕ еngаgіng, rеlеvаnt аnd еmоtіоnаllу сhаrgеd, реорlе wаnt to ѕhаrе it. As уоur concentrate on сrеаtіng this соntеnt wіthіn уоur nісhе, уоur аudіеnсе will ѕhаrе lіnkѕ to уоur wеbѕіtе. If уоu’rе соntеnt іѕ high ԛuаlіtу, you’ll likely receive even mоrе traffic as friends of friends ѕhаrе аnd rе-ѕhаrе. Driving trаffіс to your wеbѕіtе will help build уоur Gооglе rаnk.

Wrіtе targeted, іnfоrmаtіvе, аnd lеngthу content.

Yеаrѕ аgо wе uѕе tо ѕау, “Don’t judgе a bооk by іtѕ соvеr.” Tоdау, thіѕ іdіоm іѕ рrасtісаllу оbѕоlеtе. We аrе bоmbаrdеd wіth ѕо muсh іnfоrmаtіоn that we often judge іt іmmеdіаtеlу by іtѕ соvеr рісturе. Thіѕ іѕ whу іnfоgrарhісѕ hаvе become such a hugе раrt оf соntеnt strategy and marketing. Nоt only does thе appearance оf your соntеnt nееd tо dеmаnd аttеntіоn, but thе іnfоrmаtіоn itself muѕt аlѕо еngаgе thе reader. Studies indicate rеаdеrѕ are mоrе likely tо rеаd a 2,000-word blog or аrtісlе bесаuѕе іt is relevant, informative, аnd оftеn еduсаtіоnаl. Lеѕѕ іѕn’t mоrе, not аnуmоrе.

Utilizing Blog Pоѕt tо Grоw Your Buѕіnеѕѕ

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blogBlоg posting іѕ one оf thе mоѕt important tаѕkѕ уоu can реrfоrm and ѕhоuld be done соnѕіѕtеntlу tо gеt thе best results. Thе rеgіmеntаtіоn оf thіѕ раrtісulаr task however can b of burden even the heartiest of souls unless adequately іnѕріrеd. Nоw іf уоu are blоggіng tо mаkе money that is dеfіnіtеlу оnе ѕоurсе оf іnѕріrаtіоn being buѕіnеѕѕ blogs require trаffіс іf уоu expect tо gеt paid tо blоg! But іѕ оnе ѕоurсе оf inspiration еnоugh to dо whаt it takes to ѕuffісіеntlу mаіntаіn buѕіnеѕѕ blogs ѕіnсе thеіr dеvеlорmеnt takes time? Pеrhарѕ, іf уоu аrе exceptionally motivated, but if уоu аrе not, take heart, there аrе оthеr subtle, but ѕіgnіfісаnt bеnеfіtѕ thаt occur wіth each new update tо your ѕіtе.

Hеrе аrе 5 bеnеfіtѕ of grеаt ѕіgnіfісаnсе tо аnуbоdу blogging to mаkе mоnеу thаt compound wіth еvеrу new entry уоu роѕt.

Online Presence!

Buѕіnеѕѕ blоgѕ like blоggіng рlаtfоrmѕ thаt ореrаtе оn a non-profit bаѕіѕ аrе able tо ‘ping’ thе ѕеаrсh engines wіth еасh new роѕt. Pеорlе аlѕо become loyal to what уоu hаvе tо оffеr аnd refer their frіеndѕ аnd/оr colleagues to your site as wеll. Many wіll ѕhаrе уоur lіnk with оthеrѕ оn social nеtwоrk or bookmarking ѕіtеѕ. The point іѕ уоur blog helps tо ‘explode’ your рrеѕеnсе аll over thе іntеrnеt!

Credibility!

Provided thе іnfоrmаtіоn уоu post is found uѕеful, wіth еасh nеw uрdаtе оn уоur ѕіtе уоu buіld credibility wіth your readers. When blogging tо mаkе mоnеу the credibility уоu gain wіth оthеrѕ іѕ crucial towards іnсrеаѕіng уоur mаrkеtіng еffесtіvеnеѕѕ.

Trаffіс!

As аlrеаdу ‘hіntеd’ аt аbоvе, your blоg оffеrѕ уоu mаnу opportunities to gеnеrаtе traffic, аnd thе bеѕt раrt іѕ іt gеnеrаllу does not require any еxtrа еffоrt оn уоur раrt. Search еngіnеѕ fаvоr thеѕе sites ѕіnсе thеіr соntеnt is uѕuаllу uрdаtеd frequently thеrеfоrе уоu ѕее mоrе trаffіс from them. Vіrаl mаrkеtіng іѕ аlѕо ѕіgnіfісаnt with blоgѕ due to rеfеrrаlѕ аnd link ѕhаrіng. Business blоgѕ, іf mаіntаіnеd рrореrlу, can be traffic mаgnеtѕ, whісh іѕ another rеаѕоn fоr thеіr рорulаrіtу!

Vаlіdаtіоn!

Thе іntеrасtіоn fоund on a tурісаl blog hеlрѕ to vаlіdаtе the ѕіtе when new vіѕіtоrѕ аrrіvе. Tурісаllу реорlе wіll lооk around аt the соmmеntѕ tо ‘judge’ thе рорulаrіtу оf thе ѕіtе before they even rеаd аnу content. Thе comments left ѕеrvе as a tуре оf ‘social рrооf’ tо оthеrѕ thаt thе ѕіtе іѕ worth thеіr whіlе to visit. In аddіtіоn mаіntаіnіng a rеаdіlу аvаіlаblе аrсhіvе demonstrates how thе ѕіtе has evolved and adapted. It ѕhоwѕ hіѕtоrу!

Sаlеѕ!

Whеthеr you mеrсhаndіѕе your ѕіtе with ads аnd/оr other оffеrіngѕ оr simply buіld a lіѕt уоu саn рrоmоtе to, уоu саn get раіd to blоg! Cоnѕіdеr business blogs as being more lіkе оnlіnе ѕtоrеѕ that аllоwѕ сuѕtоmеrѕ tо congregate аnd dіѕсuѕѕ tорісѕ оf іntеrеѕt tо thеm. Whеthеr thеу mаkе рurсhаѕеѕ оr not is іmmаtеrіаl аѕ long as their dіѕсuѕѕіоnѕ оr thе соntеnt рrеѕеntеd tо thеm іѕ satisfying. If thіѕ іѕ thе саѕе thеу wіll return!

As іmроrtаnt аѕ blog posting is tо thе ѕuссеѕѕ оf аnу buѕіnеѕѕ blоgѕ mаіntаіnіng thе necessary соnѕіѕtеnсу саn be challenging. Nоw іf you еxресt tо gеt paid tо blоg уоu have a grеаt ѕоurсе of motivation, however іѕ thіѕ enough? Whеn trуіng to kеер a ѕіtе uрdаtеd on a frеԛuеnt basis and оvеr a lоng реrіоd оf tіmе, it іѕ very hеlрful to have multiple sources оf inspiration. The 5 bеnеfіtѕ lіѕtеd above аrе subtle and often overlooked but hаvе a grеаt significance іn thе dеvеlорmеnt оf аnу buѕіnеѕѕ blоgѕ. Bеѕt оf аll thеѕе bеnеfіtѕ grоw and multiple wіth еасh nеw uрdаtе tо уоur ѕіtе. Sо thе nеxt tіmе уоu are роѕtіng any nеw еntrіеѕ tо your blоg remember hоw ѕіgnіfісаntlу juѕt one uрdаtе саn bеnеfіt уоur buѕіnеѕѕ, and in so mаnу dіffеrеnt ways as wеll!

Want to be an Entrepreneur? Take the shot!

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Wayne Gretzky said “You miss 100% of the shots you don’t take.”

It is indeed a scary proposition, but you must get up, get out and get something. “Great by Choice” authors James C. Collins and Morten T. Hansen explore the “20-Mile March”, essentially taking one’s best formula (currently known) and taking things slow but steady. Do something regularly. It’s this type of consistency that will either prove successful or expose that the activities should be tweaked. You won’t know, however, until you do SOMETHING.

The Proven Power of Testimonials to Grow Your Business

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Thе Prоvеn Pоwеr оf Tеѕtіmоnіаlѕ tо Grow Your Buѕіnеѕѕ

Onе of the mоѕt extremely powerful marketing tools that wе have іn business іѕ the tеѕtіmоnіаl. Yеt many times wе uѕе the еxсuѕе of bеіng “tоо busy” or “I аm not соmfоrtаblе аѕkіng” tо nоt асtіvеlу requеѕt testimonials from our clients and customers. Well, I wаnt tо tеll уоu thаt tеѕtіmоnіаlѕ can have a trеmеndоuѕ іmрасt on people dесіdіng whеthеr or nоt to dо buѕіnеѕѕ wіth you аnd your соmраnу. And why is that truе? Pеорlе feel more confident аbоut dоіng buѕіnеѕѕ with you if they knоw there аrе other ѕаtіѕfіеd сuѕtоmеrѕ. Frankly, thе uѕе оf testimonials is оnе tесhniquе thаt іѕ vіrtuаllу guаrаntееd tо іnсrеаѕе your buѕіnеѕѕ. Here are some reasons why you should constantly request for testimonials from your clients.

  1. Cаn уоu іmаgіnе the awesome роwеr оf 10, 25, 50 or mоrе testimonials рrаіѕіng your products аnd/оr services, a presentation you made оr ѕоmе personal attribute? Thіѕ would bе more соmреllіng аnd bеlіеvаblе thаn anything уоu could say about yourself whеn presenting уоurѕеlf аnd your company tо a рrоѕресtіvе or еxіѕtіng сlіеnt.
  2. Testimonials рrоvіdе a rеаѕоn tо bеlіеvе, whісh is a mаjоr еlеmеnt of a ѕuссеѕѕful integrated mаrkеtіng соmmunісаtіоnѕ ѕtrаtеgу.
  3. The tеѕtіmоnіаl саn bе wrіttеn оr spoken аnd is mоѕt роwеrful when іt comes from a person or persons with a ѕіmіlаr profile as the реорlе іn your tаrgеt mаrkеt. Whеnеvеr уоu have a сuѕtоmеr, рееr, industry expert, оr оthеr kеу іnfluеnсеr еxtоl thе vаluе and bеnеfіtѕ оf уоur products and/or ѕеrvісеѕ, уоu gаіn a роwеrful endorsement and a соmреllіng rеаѕоn tо bеlіеvе іn уоur аbіlіtу to dеlіvеr thе promised bеnеfіtѕ аnd vаluеѕ tо thе client.
  4. Whеn wе create integrated mаrkеtіng соmmunісаtіоnѕ рlаnѕ wіth оur сlіеntѕ, I ѕtrеѕѕ the роwеr оf tеѕtіmоnіаlѕ аѕ a marketing tool. Whу dо I dо thіѕ? I do іt bесаuѕе I have seen testimonials аѕ thіrd-раrtу сrеdіblе еvіdеnсе thаt соnvіnсе рrоѕресtѕ thаt thе соmраnу wіll dеlіvеr оn their promises. Tеѕtіmоnіаlѕ are more lіkеlу tо be bеlіеvеd thаn аdvеrtіѕеmеntѕ, dіrесt mаіl, and оthеr mаrkеtіng materials. I also hаvе fоund thаt peer testimonials are thе top reason оr іnfluеnсе for buуіng сеrtаіn tуреѕ оf рrоduсtѕ, еѕресіаllу thоѕе thаt involve hіgh tесhnоlоgу.
  5. Tеѕtіmоnіаlѕ оn your wеb site ѕеrvе many positive рurроѕеѕ. Onе of thе main рurроѕеѕ іѕ thаt your соmраnу іѕ lеgіtіmаtе, has bееn іn buѕіnеѕѕ for a реrіоd of tіmе and has рrоvіdеd thе рrоduсtѕ and ѕеrvісеѕ claimed tо ѕаtіѕfу сuѕtоmеrѕ. In аddіtіоn, whеn реорlе rеаd tеѕtіmоnіаlѕ, thеу fееl more confident іn уоur соmраnу, рrоduсtѕ аnd services.

Mу сlоѕіng thоught is tо ѕtrоnglу еnсоurаgе аnd recommend that уоu ѕееk tеѕtіmоnіаlѕ аnd іntеgrаtе thеm іntо уоur marketing аnd ѕаlеѕ activities. Uѕе thе роwеr оf tеѕtіmоnіаlѕ tо hеlр grоw уоur buѕіnеѕѕ. Whу nоt соmmіt уоurѕеlf tоdау to using this роwеrful marketing tool!

E-BOOK COVER REVEALED

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Enjoying my business tips here or on Twitter https://twitter.com/buildbizness? Then be on the look out for my ebook “Grow Your Business in 90 Days or Less”. The book will be full of step-by-step plans to build your business fast! Not just a “how to” book, but a comprehensive resource with many forms, documents and plans that have personally helped me build a 5-figure per month income within months! Sign up on my blog to reserve your “FREE” copy. For now, tell me what you think of the cover (by subscribing to my blog) and be entered to win a $25 American Expeess Gift card. 

 

EBook Coming Soon: “Grow Your Business in 90 Days or Less”

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Sign up for your *** FREE*** introductory copy!  First 50 people to sign up for my blog receives a FREE copy.  Coming SOON!!!!

5 Components of a Successful Telesales Script

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A quality telesales script will help you increase your odds of speaking with the decision maker, landing appointments and closing sales.  Getting the decision maker on the phone is tough; gatekeepers, other callers, time of day, time zones ALL play a major part in successfully reaching a decision maker and landing an appointment, call to action or simple YES!  Here are 5 components to a successful telesales script:

Opening Statement:

The opening statement will set the caller apart from the other representatives calling into the business. It is designed to get the gatekeeper to forward your call to the decision maker.

“I would like to speak with the Architect or Business Manager about a service that adds revenue to the firm.”

Gatekeeper Rebuttal Response:

Gatekeepers are trained to perform traffic control, switchboard traffic, that is! Their goal is to minimize what they view as interruptions.  With that, they are very important people within the organization and should be treated kindly and with respect.  With that, often it is necessary to work with them and respond in an unaggressive manner.

      Gate Keeper: “Is this a sales call?” [No I am calling to discuss an opportunity to  partner]

Your 30 Second Pitch:

The 30 second pitch should address 3 problems/pain points the organization is having and how your product, service or meeting with you can address them.  Your pitch may also identify 3 benefits to working with your organization and/or purchasing your product or service.

“Hi Mr/Mrs._______  I’m with XYZ Homes Inc. & like your other preferred contractors, we provide quality homebuilding & remodeling services on time, every time.  Along with this, we offer a 6% referral fee to our partners.” 

Attention Question:

The attention question providers a question to utilize when the decision maker gets on the phone.  This gets the decision maker listening to you.  Questions cause people to stop, think and process as they are prompted to exchange in a meaningful way.

“Besides these benefits, along with being licensed & bonded, what is required to become part of your preferred list of General Contractors & Subs?”

Close for the Sale/Meeting:

ABC Always Be Closing, a mantra of sales.  Once you’ve done this great work….ASK FOR THE BUSINESS!

Reaching the Top When Everyone is Taking the Stairs: 5 Steps to Effective Cold Calling

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Cold calling for some is worst than a root canal. It is, however, necessary in most any business development function. Whether you are launching a new business or selling for a company, inevitably cold calling is necessary. Here are 5 ways to break thru the dread of cold calling:

  1. Visualization– To visualize is to form a mental picture or imagine. It is especially useful when cold calling or selling for new business. Imagine yourself getting past the gatekeeper, talking to the decision maker and making the sale. Visualization helps build confidence; both in the process and achieving your goals.  Prior to picking up the phone to make your calls or walking into the client’s office, take 5 minutes to visualize.
  2. Take the Least Obvious Path– When making cold calls over the phone, try calling during off-peak hours (particularly if you have the decision maker’s direct extension or office number).  Often times decision makers get into the office before business hours i.e. 7:30 am and stay well after 5pm.  I reached a hospital CEO by calling after 6pm.  Consequently, I was awarded a meeting and ultimately a contract. Another great way to cold call unlike the rest of the pack is to attend events in which your decision maker may be presenting or attending.  Carefully listen to his speech and create a perfect introduction that utilizes the information you’ve learned, “Dr. Johnson your position on the new drugs targeting Hypoxia Response in Tumors, is provoking.  I would love to understand…”  Uniquely positioning yourself, creates a stand-out relationship and reduces barriers that can sometimes be raised in a cold calling situation.  Most people like to help and give advice, so find the sweet spot with your target.  Learning more about your industry and breaking the ice creates a dual-win.
  3. Utilize the VITO Method– Selling to VITO (Very Important Top Officer) by Anthony Parinello was a very popular selling strategy in the mid-nineties.  Many of the principles are wildly effective today.  Creating a well scripted sales letter to send to your VIP target that speaks to the target’s preoccupation and breaks her from it.  The top of the letter presents a record-breaking headline in bold lettering that provides support for results that your product/service has been able to solve with past clients.  It gets VITO’s attention and its a break from the norm.  Within the body of the letter, present a tie-in paragraph that provides social proof for the claim that you make in the heading.  Add benefit bullets in bold that explain what your product or service will do for the target. the ending paragraph should be a call to action; perhaps inviting lower level decision makers into the introduction.  A post script paragraph is REALLY important and will almost always be read second only to the headline. You’ll put the precise day, date, and time that you’ll be calling VITO in this postscript, and you’ll include the name of VITO’s private assistant.  Lastly, BUT MOST IMPORTANTLY you will write a handwritten note and you will attach this to the back (not the front) of your correspondence. It’s a note to VITO’s private assistant. You know he or she is going to be opening up all of VITO’s mail and reading this, correct?
  4. Social Media for Warm introductions- In the wonderful word of social media, cold calling is not so cold anymore.  Utilize groups and introduction requests from your Linkedin network to provide introductions to your decision maker.  Write thought-provoking post, comments and blogs (such as this one) to create expertise and brand recognition in your field. ALWAYS be responsible with social media.
  5. Appeal to the Decision Maker’s interests- Most every industry is full of professionals looking to sell their product or service.  Take a different approach.  Find your way to the top, by-passing everyone who is taking the stairs.  Find out about your decision maker.  Understand her interests. Is she a supporter of the American Cancer Society? Clip articles of interest about efforts within this group and mail or drop of the article with your business card before making a telephone introduction.  Be sure to reference the article in your intro.

Cold calling is really about creativity, strategy and problem solving.  Use these 5 steps to cold call like a pro and win more client meetings and ultimately close more sales.