Resurrect the Dead: Step Two

Step Two: Find Out if the Contact Is Current

A couple of days later, get out the list, and make calls. Talk to receptionists. Tell him/her you’re updating files—which is the truth—and you want to make sure information is current. Get the name of the buyer and their title. Confirm phone numbers and email addresses are correct. Be friendly. Be upbeat. Be positive.

Often enough, you discover the old buyer is gone. The slate has been wiped clean and you’re selling to someone new.