Few of us enjoy making cold calls, but for many salespeople cold calling is inevitable. Here are six tips to help warm your next cold call:
<ol><li><strong>Don't make the cold call your first point of contact.</strong> Instead, start with a letter or email. Introduce yourself, your company, and the products or services you provide. Explain the benefits the prospect will gain from working with you, and let them know you will be following up with a phone call to set up an appointment to talk.</li>
<li><strong>Or the last.</strong> Don't jump right into a sales pitch on your first cold call and expect to close a sale. Respect the person's time, their schedule, and the fact that your call was not on that schedule before you made it. Ask if this is a good time to talk. If it isn't, suggest times when you could call back, or offer to meet in person if that will work better for the prospect.</li>
<li><strong>Do your homework.</strong> Find out ahead of time who you should be contacting at a prospective company. Learn what you can about their business and how your solution can best fit their needs.</li>
<li><strong>Prepare an outline.</strong> Have some idea what you want to say before you make your call. Start with a script if that makes you comfortable, but try not to make it sound too mechanical or forced. Relax as best you can and try to be yourself. Your preparation and earlier contact should help.</li>
<li><strong>Ask questions.</strong> Don't do all the talking. Instead, introduce yourself, and then ask the prospect about their company and the role they play in it. Listen carefully to their responses. Work to build a rapport and connect with them one-on-one.</li>
<li><strong>Follow up.</strong> As your call wraps up, try to set a time to meet face-to-face or over the phone again. After hanging up, send another email, thanking the person for their time, and reminding them of any future appointments you made. If they had questions you were unable to answer on the spot, find those answers and pass them along as quickly as possible. And create a schedule of regular follow-up activity to help you stay front-of-mind.</li></ol>
So what other advice do you have for warming up cold calls? I'd love to hear your suggestions and success stories in the comments below.

Have you ever thought about the tremendous impact one small change can have on an outcome or meaning? Consider the words hail and fail, for example, or the words hire and fire. In both cases, just a single letter ("h" versus "f") separates their spelling, yet each is worlds apart in meaning.

Make a brilliant decision or positive impression, and you're likely to get hired and hailed. Make a lousy decision or negative impression, and you could just as easily find yourself fired and labeled as having failed.

The idea of small, seemingly insignificant events affecting much larger outcomes is hardly new. The whole notion of the <a href="http://en.wikipedia.org/wiki/Butterfly_effect" target="_blank">butterfly effect</a> is based on just that premise. The flapping of a single butterfly's wings, the theory holds, can affect a hurricane's formation. That tiny, barely noticeable breeze, coupled with the right conditions, can build and grow, like a snowball rolling downhill in a Looney Tunes adventure. And if you aren't careful, you could end up like Daffy Duck or whichever other unfortunate character finds themselves at the bottom of that hill.

As you look back on your life, career, or business, what moments stand out to you? Oftentimes, it's something so small it goes by unnoticed when it happens. Your decision to take a certain class in college, for example, that led you to a teacher who became a mentor in your life. Or the decision to bypass your usual coffee shop one morning, which led to a chance encounter with a potential client or now dear friend. In hindsight, we can point out the significance of such moments, but at the time, they often seem small and unimportant.

So the next time you're facing a decision or looking for a change in perspective, think about the little things. And remember that even the most seemingly insignificant change you make right now can have a big impact on your life or business somewhere down the line.

If a picture's worth a thousand words, have you ever thought about what your photos are saying? We live in a visual age, where images surround us. Whether on your website, marketing materials, billboards, or ads, the photos you choose to represent your products and services are very important. Here are a few tips to ensure your photos are saying what you want:
<ul><li>Don't photograph your products on a cluttered shelf. Rather, depict them in use in an appropriate abstract environment or on a clean white background.</li>
<li>Save your originals, and don't reduce their file size. You never know when you'll need to re-purpose images, such as if you want a low-res image from your website to work in a high-resolution print brochure.</li>
<li>Take a lot of photos when you have the opportunity. You may be surprised how a new angle or different lighting can change the appeal and appearance of your products.</li>
<li>If images don't do justice for your products, don't use them. Consider posting a "photo coming soon" placeholder, rather than posting a poor-quality photo. But do so only if you fully intend to post an image later.</li>
<li>Adjust the resolution of photos on your website to ensure they won't slow the load time for the page. Nothing is worse than a great photo nobody has the patience to download and see.</li>
<li>Use intriguing photos to supplement Facebook posts and create additional interest. Organize these photos into albums for easy viewing, and use relevant album names, such as "new products," "seasonal promotions," and so on.</li></ul>

While newsletters are a great way to build relationships with customers, many companies overlook the team-building opportunity an internal newsletter offers within their own doors, as well. Internal newsletters are a great way not only to learn more about colleagues, but also to keep employees informed about company news, events, and other important announcements. Here are a few tips for creating an internal newsletter your employees will love:
<ul><li>Create a plan by defining the frequency of your newsletter (such as monthly or quarterly) and the types of articles or sections you'd like to include. Also develop a template you can easily modify for each issue.</li>
<li>Encourage teamwork by assigning a few people to specific parts of the newsletter each month, such as pulling company stats (sales volume, incoming calls, trade show outcomes, etc.), writing feature articles about company events, and so on.</li>
<li>Create an idea library. Stockpile various ideas, photos, jokes, quotes, seasonal graphics, etc., to save time down the road.</li>
<li>Acknowledge employee birthdays, corporate anniversaries, new hires, promotions, etc.</li>
<li>Consider offering a "message from the president" to make employees the first to know about new products, company changes, initiatives, etc.</li>
<li>Highlight successes. If a department had an outrageous month, highlight their achievements, and offer a company-wide congratulatory message.</li>
<li>Share encouraging survey results, customer compliments, and thank you notes from appreciative customers.</li>
<li>Consider a Q&A section where employees can submit questions and have a leader provide answers in an open forum for all to see.</li>
<li>Use an "employee spotlight" article to help staff members get to know their colleagues better. This type of article can range from information about the employee's position within your company to their personal hobbies, interests, and the like.</li></ul>
By creating an internal newsletter that encourages team-building and focuses on the successes of your employees, you can not only increase communication amongst your colleagues but also boost employee morale and give your team something fun to talk about around the water cooler.

What other ideas can you think of for an internal newsletter? Share your thoughts in the comments below.

Here's something to chew on as you think about your business plans for the coming year:

A young entrepreneur moved from Philadelphia to Chicago in 1891 with $32 in his pocket and the idea of selling his family's scouring soap to customers. As an incentive, the 29-year-old offered free baking powder with each soap purchase.

Before long, the baking powder became so popular that he began selling it instead. He then came up with a new incentive: two free packages of chewing gum with each can of baking powder sold.

As you might have guessed, the gum proved more popular than the baking powder, so he decided to change his product line once again. And that is how William Wrigley, Jr., started one of the most iconic brands of chewing gum on the market today.

In business (as in life), things don't always go exactly as we plan. Markets change, technologies evolve, and what worked yesterday won't always work today, tomorrow, or down the road.

Knowing when -- and how -- to adapt can mean the difference between success and failure for any enterprise. In Wrigley's case, that meant understanding his customers' evolving needs -- and adapting his product line to meet those new demands.

What will it mean for you and your company in 2012? Only time will tell, so be prepared to recognize new trends, embrace new attitudes, and adapt your plans accordingly.

Objections are a natural part of virtually any sales process. How you deal with them will go a long way in helping you close more sales. Here are four steps to help you turn objections into sales:

<strong>1. Believe in what you're selling.</strong>
It's always easier to convince someone else to buy your product or service if you truly believe doing so is in the best interest of the customer. When you believe in the products you sell, your passion and enthusiasm shine through. So make sure your products and services are worthy of your talent and time. If they aren't, decide why not. Then improve them until they are.

<strong>2. Anticipate objections.</strong>
What potential worries might prospects have when they first see your products? The specifics will vary of course based on the kinds of products you sell. For some, there might be pricing concerns or worries over setup costs and the learning curve. For others, security, safety, or support might be more apropos. Whatever the case, think of as many objections as you can ahead of time, then look for creative ways to address those issues as part of your presentation. Prospects will feel more confident investing in your products or services once they see how much thought and effort you put into overcoming the "real world" challenges facing them.

<strong>3. Listen... and hear.</strong>
We've all heard the adage that we have two ears and one mouth so we listen twice as much as we speak. In sales, listening is essential -- as is truly hearing what a prospect is saying and determining what they really <i>mean</i> by what they say. So how can you improve your listening? Start by asking questions and restating the concerns a prospect shares with you, so you're sure you understand them properly. All of this will go a long way in helping you connect, build trust, and reach a mutually beneficial sale.

<strong>4. Remain positive.</strong>
This is potentially the hardest step to follow. No one likes to hear criticism leveled against the products and services they've worked so hard to develop, build, and sell. But objections are natural, and they aren't personal. Remember that the customer is just trying to make sure they get the best value for their hard-earned money. So try not to get defensive when someone raises an objection. Instead, try to get to the bottom of what's causing the concern, so you can address it properly and help the prospect feel more comfortable about the sale. Stay as professional and upbeat as you can. Don't sugarcoat legitimate concerns, but don't get shaken, either. Remember that objections are a part of every sale.

December is a time of reflection for many of us, as we approach the end of one year and the start of another. Recently, I ran across a quote from Helen Keller that I thought fit this spirit well, and I wanted to share it with you here.
<blockquote>I will not just live my life.
I will not just spend my life.
I will invest my life.</blockquote>
As you probably know, Helen Keller was an incredible woman who, despite being born both blind and deaf, became an accomplished author, speaker, and activist. She invested her life helping others, and the world was better for it. In her lifetime, she inspired many with her words and actions alike, even earning the Presidential Medal of Freedom from President Lyndon Johnson in 1964.

I like the idea of life as an investment. Unfortunately, in our busy and hectic world, it can be easy sometimes to forget that time is our most precious commodity and that we must do more than spend it. We must invest it in the people we care about, the causes that inspire us, and the businesses we're working to grow.

So how are you investing your life? And how do you plan to invest it in the year ahead?

Michelangelo once wrote, "The greatest danger for most of us is not that our aim is too high and we miss it, but that it is too low and we reach it." Make sure you're aiming high and investing your life wisely.

In the business world, the benefits of charitable giving are two-fold: Giving lets you not only help those who are in need, but also enhance your company's reputation. Many customers show increased loyalty toward generous brands. Here are a few creative ways to market your goodwill:
<ul><li>Encourage customers to purchase from you rather than your competition by designating specific products or services for your charity. For example, "5 percent of proceeds from all XYZ pet products purchased benefits local animal shelters."</li>
<li>Add a feature section to your website, highlighting your charity. Include a link to the charity's website, as well as information about any upcoming charity events.</li>
<li>Create a giving campaign for your charity, and encourage customers to join in. This will help build stronger relationships with your customers and nurture a sense of pride in helping toward a common goal. For example, you might try something like this: "We will donate $1 for every canned food donation we receive during our Annual Food Drive for the Hungry."</li>
<li>Send a press release to local media to publicize your donations to charities.</li>
<li>Promote your charitable involvement in your newsletters, flyers, brochures, advertisements, etc.</li>
<li>Promote your charity at your business. Make brochures about the charity available, include charity flyers with purchases, hold internal fundraising contests, etc.</li>
<li>Advertise your products and services in your charity's preferred communication vehicles, such as newsletters.</li>
<li>Offer exclusive discounts to people involved with your charity.</li>
<li>Donate items to your charity that they can use for raffles or other fundraising events. The presence of your donation is an advertisement in itself.</li>
<li>Instead of sending customers Christmas cards or gifts, let them know you are making a contribution to your charity instead.</li></ul>
Of course, while corporate giving is a great way to build your business, don't forget that your primary motivation should be to help others.

No salesperson likes to say "I don't know" when answering a customer's question. While an occasional question may stump you, an internal product catalog is a great way to train your team and teach them the ins and outs of the products and services you sell. A well-produced internal catalog will help reduce those "I don't know" moments and ensure your salespeople are knowledgeable enough to represent your products and services effectively. Here are a few tips for creating just such a catalog:
<ul><li>There is no such thing as "too much information." Gathering product information that covers anything and everything you can think of and having it readily available at your sales team's fingertips will save a lot of time, hassle, and frustration should questions arise later.</li>
<li>In addition to detailed specs, pricing configurations, and other sales team info, be sure to insert copies of finalized marketing slicks that your customers may have in front of them, so your sales team can refer to those items as needed.</li>
<li>Consider using a three-ring binder, so pages can be easily organized, updated, and replaced.</li>
<li>Conveniently organize sections with labeled tab dividers for easy access.</li>
<li>Avoid page numbering if you plan to replace/update pages, since the removal/addition of pages can affect page numbering throughout your entire catalog.</li>
<li>If necessary, date the updated documents in the lower corner of the page, so you know their relevance.</li></ul>
Remember, the more knowledgeable your team is, the more satisfied your customers will be.

It doesn't take a fashion expert to know that some things don't belong at trade shows. Here are a few examples of what not to wear at trade shows and other business events:
<ul><li>Too much or too little. There is nothing worse than freezing or sweating at a networking event. Dress in comfortable layers that you can easily add or remove as needed, such as a suit jacket over a dress shirt.</li>
<li>Clothing without a pocket or two. Pockets are always handy for business cards, pens, breath mints, etc.</li>
<li>New shoes. While new shoes may look nice, nothing looks worse than missing out on important introductions because you can't stand to be on your feet. Trade shows usually involve long hours and lots of standing and walking. Stay in the game by picking a shoe that's made for walking, or watch the competition walk all over you.</li>
<li>Cologne. Fragrances should be alluring, not overpowering. If you are within talking distance and can smell someone's perfume or cologne, it is too strong.</li>
<li>Clothes which are too tight, too short, too revealing. No matter whether your pants are popping a button because they shrunk in your closet or are snug by choice, clothing that is too tight is not only unprofessional but distracting.</li>
<li>Gaudy jewelry. You want to be remembered for your personality or impressive product knowledge, not your giant jangling earrings or over-jeweled hands.</li></ul>