Some Like It Hot 5 secrets to never making another cold call

It's very rare that you find someone who loves cold calling--someone who just can't wait to get up in the morning, pick up the phone and knock on doors. So for those of you who would like some alternatives, here are a few ideas.

1. Show up.Business opportunities can pop up anywhere. At trade shows, for instance, you not only have hundreds of companies attending, but their name tags and titles are right in your face. Whatever industry you're in and whatever industry you're going after will have a trade show or association. Show up and ask questions. Listen to what the companies and vendors are doing to build their businesses. Take copious notes at every qualified encounter so that when you follow up, you can reiterate the prospect's key points.

2. Shut up.Sometimes, we're so busy blabbing about what we do that the other person has shut us out two minutes into the conversation. When selling by telling, we often turn a warm call into a cold call. When you're at networking events, dinners, golf outings and the like, stop pitching and start listening to the people around you and what they do. It's so much easier to present your pitch after they see the interest you take in them. You've warmed them up.