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The Green Sheet Online Edition

September 09, 2019 • Issue 19:09:01

Readers Speak

Need help with cold calling

I was deciding between writing deals for two ISOs headquartered close to where I live. One seemed to have abundant leads but didn't offer as good a split for a new rep like me as the other. So I opted for the second. Unfortunately, even though I will make more per deal, I have to depend on cold calling to generate business. No leads are coming to me from the ISO. None whatsoever. And I'm finding I'm not very good at cold calling. Do you have any suggestions?

Arthur Wendt, ISA


Thank you for reaching out. Our archives are full of articles going back several years with tips on cold calling, as well as on how to develop warm leads for yourself through referral partnerships. Here is a sampling of the articles you might find useful:

  • "Solving coulda, woulda, shoulda syndrome," by Dale S. Laszig, June 24, 2019, issue 19:06:02
  • "Three ways to take your ISO to the next level," by Jordan Olivas, June 11, 2018, issue 18:06:01
  • "Simple questions set the stage for results," by Kathleen Gillespie, April 24, 2017, issue 17:04:02
  • "Reset, revive your 2017 sales goals," by Mike Ackerman, March 13, 2017, issue 17:03:01
  • "Leveling the playing field for the not-so-super ISO," by Nancy Drexler, Dec. 8, 2014, issue 14:12:01
  • "A heated exchange on cold calling," by Dale S. Laszig, Nov. 25, 2013, issue 13:11:02

For additional archived articles, enter cold call, warm leads and similar terms in our search engine. Also, register for our MLS Forum through the Forums tab in the top menu bar on our home page, www.greensheet.com, and you'll be able to tap into the wisdom of other merchant level salespeople and ISOs, many of whom have extensive experience in both making cold calls and developing other ways to generate new business.


Your approach to leads

How do you obtain leads for your business? What percentage, if any, of your outreach is cold calling? Do you have referral partnerships? How well have they worked for you? Let us know at greensheet@greensheet.com. end of article

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Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.

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