The Dreaded Follow-Up Call

Middeton, Robert
July 2004
Journal of Tax Practice Management;Jul/Aug2004, Vol. 3 Issue 4, p29
Academic Journal
Provides a plan for making follow-up calls to obtain appointments with qualified decision-makers in accounting firms. Exertion of efforts to make sure that prospects are well-informed about one's services and production results; Benefits of getting to know the prospect before making the call; Dependence on the introduction of the follow-up call on how one has first established connection with the prospect.


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