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:
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.
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 firstname.lastname@example.org.
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