This gives you the opportunity to turn a less productive call into a more productive call. Always use your full name when introducing yourself. Even if you met the individual in an association meeting or some other networking opportunity, don't assume that they remember you. First and last names put them at ease. Be warm, friendly, and enthusiastic.
People respond to a sense of warmth and friendly congeniality.
Portray these things over the telephone. If you feel you're in a bad mood, there's no sense getting on the telephone until you snap out of it and get yourself into a better frame of mind. Be definite in your questions and words . By using words or questions that are not clear, the prospect becomes confused and is unsure as to whether you want to make an appointment, whether you want to sell them something, or what level of commitment you are looking for from them. By working from a script you avoid many of these challenges.