Get advice from prospects instead of cold-calling

06/2/2011 | Wall Street Journal, The

Don't cold call business prospects; instead, seek their advice, writes Mike Michalowicz. Interviewing a prospect about the product or service you're developing makes them the expert and puts them at ease. Instead of making a pitch during the meeting, Michalowicz writes, just tempt your prospect to want to know more.

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Wall Street Journal, The

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