What are some effective cold-calling tips?

A first key cold-calling tip is to plan the call ahead of time. Some salespeople use scripts to map out the direction and topics of the call. Researching the prospect to become familiar with the prospect's needs, interests and situation establishes the right frame of mind.

Turning a "cold call" into a "warm call" can boost the odds of building rapport. A warm call means the seller has an established connection, such as a referral, mutual acquaintance or mutual interest. Practice the call and make it animated. Ideally, the prospect senses that the seller is smiling and personable on the phone.