Warming Up to the Cold Call
With proper preparation, you needn't fear the prospect of picking up that phone.
Ask for an appointment
If I get as far as I hope to get during the initial portion of the conversation, I always ask to meet in person. Location does not matter. What is important is to get "face time," especially if you are prospecting for major gifts and prospect research has borne little fruit. Regarding the latter point, my experience has been that 30 minutes of face time beats 10 pages of research.
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