A Cold-Calling Classic: Handling Handouts

In hunting down new customers, you're going to meet some folks who expect gifts upfront. Here's what to tell them

"What do I do when I'm out cold calling and prospective customers ask me what reward they'll get if they recommend me to their boss?" a client asked me recently. At first, the frankness of the question took me aback, but then I was glad her customer was so direct. At least my client knew where she stood.

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