If you have just a handful of prospects you are limiting the opportunities for sales. Cold calling is an effective way to increase your prospects. No one can buy from you if they do not know of you, your company, products or services. Cold calling is an effective method of advertising. Cold calling does work... when you do it right.

Cold Calling can be on the phone or in person. Depending on your product, cold calling in person could prove to be more effective than cold phone calls. Here are 7 Tips that will guarantee your cold calling success.

Tip # 1 - Set a realistic target for the number of cold calls per week

I am yet to meet someone who gets out of bed each day with a zest for Cold Calling. Call reluctance is common. So setting a target and measuring performance is very important. Experience shows that working towards a target number of cold calls per week is better than setting aside a regular chuck of time everyday. If you miss you daily target on any day you can always catch up during the week by making extra calls.

 Tip # 2 - Target YOUR market

Start by creating a profile of your ideal customer. Now determine in which geographical area they are mostly located. The more targeted your cold calling the more successful you will be and get the best return on your investment of time. When you are calling in person, plan to minimize traveling time.

 Tip # 3 - Make your Cold Calls a regular part of your week and look out for more opportunities to Cold Call

What gets planned gets done! Schedule time daily to do cold calling. Be watching for extra opportunities to cold call. E.g. If you are out getting your car fixed and the garage is located in your target market, plan a few cold calls while you wait.

Tip # 4 - Know why customers buy from you

Have you heard of WIIFM? Yes, it is 'What is in it for me?' Ask yourself "what value/benefit am I offering?" If your offer answers the customer's WIIFM question you will get his attention and be able to have a good conversation that leads to a sale.

 Tip # 5 - Always ask to see the Decision Maker

A junior employee is not the best person as a prospect. You need to get to the decision maker. If you spend your time following up an employee and at the end of several follow-ups he says that he needs to consult the boss, you have just wasted a lot of time. Worse if he says "My boss said we do not need it" and you do not know for sure if your offer had been presented well by the employee.

Tip # 6 - Prepare and be thorough with a script for cold calling

Your script must include how you ask for the decision maker, how you greet the person, how you put across your value/benefit you are offering and it must lead to the goal. If your goal is to leave a brochure for later follow-up, leave a sample for evaluation, get an appointment for a presentation or close the sale, say enough to accomplish that goal and save everything else for later conversations. Watch for buying signals and 'sell' when possible.

Tip # 7 - Believe you are there to help your prospect

Before you set off, remind yourself that you are there to help your prospect. Offering help is easier than selling isn't it? Your prospect has never seen you in his life and is more likely to look favorably at receiving help rather than at buying something. Remember, the first sale you make is that of yourself. If you do it right, your cold calls will yield buckets full of prospects to work with and keep your name out there in your target market.