| When you are out selling and you come across a | | | | Invariably, the receptionist will say the person's full |
| name you don't know how to pronounce, you will | | | | name. Repeat it back, and then say, "And how do |
| handle it in one of two ways based upon the | | | | you spell that?" (Even though you have it right in |
| logistics of your territory and how many people | | | | front of you.) Once they spell it, you can ask |
| you are trying to reach and in what time frame. | | | | them to pronounce it again if you still don't have it |
| If you have a set number of accounts in your | | | | completely down. Next, make your own phonetic |
| territory and have to make every call count, you | | | | spelling of the name so you know how to |
| will check the pronunciation before you cold call | | | | pronounce it when you cold call. |
| the person. If, on the other hand, you have an | | | | Playing the odds with names when cold calling |
| unlimited market and are just trying to bang out | | | | In case number two you basically have an |
| as many numbers as possible and reach as many | | | | unlimited territory, say tens of thousands of |
| people as possible, you will simply play the odds. | | | | people you can cold call. Perhaps you are an |
| Let's take a look at both scenarios. | | | | investment advisor who is cleared to do business |
| Checking name pronunciation before a cold call | | | | in 17 states and you are cold calling for leads in |
| In case number one you have a set territory, say | | | | the evening where your objective is to reach as |
| 100 banks in Massachusetts. In this case you will | | | | many people as possible as quickly as possible. In |
| check the names of the people you are cold | | | | this case, you'll simply play the odds when making |
| calling before you go out on calls. If there are any | | | | the cold call. |
| names you do not know how to pronounce, the | | | | If you are cold calling a business and are unsure |
| best approach is to call the company's main | | | | of the pronunciation of either the first or last |
| number and say, "Hello. I have a message here | | | | name, simply ask for the person by the name |
| and I'm having trouble reading the handwriting. | | | | you can pronounce, either the first or last name. |
| The name on the message looks like (you then | | | | If cold calling a residence, again ask for the first |
| begin to spell the name you're having trouble with) | | | | name. If you can't pronounce it for some reason, |
| Mr. P-E-R-F something or other." | | | | ask for Mr. / Ms. Last Name. |