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It can be very effective if done well. First thing to do is to ask the prospect certain questions, making them aware that you may have nothing to sell. There is always initial resistance, so an unassuming attitude works. Have a specific goal in mind of obtaining information about their business, what challenges they have, and then proceed with qualifying questions to set up futher contact. Not always best to try to close a sale on first contact. Let them think they are in charge. Then, follow up call is a warm one. Some will just be rude and unresponsive...that's life. But prospecting is simply investigation. Clients with a problem you can solve are out there. They need to know you are there to solve problems, not just get a CC number.
