1. COLD CALLING

2. TYPES OF COLD CALLLING Blind Cold Calling Targeted Markets Referrals Publications Community Development Offices

3. Blind Cold Calls Pre prepared packages Road less traveled Part of your routine

4. Targeted Markets Non-Oil Markets Auto Dealerships Fleets Trucking Firms Private Investor Municipalities Chase the money Reloading competitive equipment

5. Referrals Network existing customers Architectural/Engineering/Developm ent Firms Non competing vendors/suppliers State & local trade associations

6. Community Development Offices Chamber of Commerce Library Building Department Network with local professionals

7. Publications Dodge Reports Local newspapers City & State Web Sites Industry Publications

8. Goals & Objectives Establish a need Make part of your weekly routine Qualifying Isolate decision maker Ask for referrals Leaving an impression Schedule meeting