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King
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of course setting appointments assumes all of your market is local as well….many times they are just too far away to make physically calling on then unwarranted.

To sell on the phone, to make a more progress, look at the common problems of your niche. You will get some you call quite happy to talk at length (AKA market research), so when you call, you are selling a solution, not a product.

Its the hook for the niche that will get you virtual foot in the door and open their minds to your offering.