Yeah sure. It needs perseverance and, well, a bit of luck. The main thing that will help is SHREK: Say who you are: "Hi I'm [name] calling from [company], we'r

Yeah sure. It needs perseverance and, well, a bit of luck. The main thing that will help is SHREK: Say who you are: "Hi I'm [name] calling from [company], we're a web agency nearby that specialize in X." Note you may have to repeat this step more than once as you will most likely get through to a secretary. If this is a totally cold call (you've not spoken to the person before, you don't know their name) you should make it sound confident and like there shouldn't be any reason not to put you through to how it is you need to speak to. If you don't know who you need to speak to, ask for a generic title, don't be afraid of asking too high (e.g. "can I speak to your CTO?") Hook: "I've just been looking at your site / I spoke with someone last week / We met at a trade fair / I know X, who apparently is an ex-colleague of yours / We've just done a website for [a key competitor of theirs] and wondered if we could do something for you." Reason statement: Why should they be interested? "We have a new web design service we've aimed specifically at X" Key questions: If they sound interested, figure out how important this could be to them. "How do you update your website currently? / How much is X costing you? Have you considered integrating your website with X?" The above would be easier if you have a specific product, but if - like us - you're a service-based agency, you'll have to play it by ear a bit, or maybe create specific products for industry niches. I'm not a natural salesperson at all, but one of the first things we did when we started our company was to invest in a training day from an extremely good salesperson in our network. It's paid for itself many times over. One of the hardest things is to keep motivation when you have a list of phone numbers in front of you. This is a game of numbers, sooner or later you'll call someone who is currently after exactly what you're selling. In order to do maintain enthusiasm, 'visualise success', such as what the potential new business would do for your company, for you personally and professionally. Obviously there is a lot more to this. Does anyone else have any other tips?