“Initiating New Opportunities” approach at a glance: 1. Prioritize: Do fewer; do them better. 2. Prepare: Develop in-depth knowledge of the company and people you will call on. Prepare client oriented communications. 3. Personalize: NO COLD CALLS! Get a referral to the person you want to see. 4. Practice: Rehearse what you will say and how you will say it. Rehearse your responses to potential questions and yellow lights. 5. Pre-position: Get agreement in advance for what will be a good use of time.
