The contact management system you choose should allow you to record a follow up call three years from tomorrow with no more difficulty than it would be to record one for tomorrow. Steven Covey, in his book, The Seven Habits of Highly Successful People tells us to see the end before you begin. Dr. Covey is, in effect, telling us to establish a goal and then develop a plan to work towards that goal. This sage advice works well in prospecting and business development. Your goal is to get the appointment and your plan, your cold call script, should be designed to achieve your goal.
Persistence is one of the key virtues in selling success.
I have often read that most sales are made after the fifth call and most sales people quit after the first. I Make an appointment with yourself for one hour each day to prospect. II Make as many calls as possible. III Make your calls brief. IV Be prepared with a list of names before you call.