How is it that some people can update their blog daily with interesting bits of information? I just don’t have the time right now to write about much other than what’s going in this business.

I’m in the process of cold calling potential clients. It’s often thankless work that can be tough on the soul. If you’ve never done it before, the first five calls will be very painful and then you’ll start to develop a groove. Here’s the little I’ve learned about the process in the last two weeks:

• celebrate your little victories because otherwise you may get discouraged
• try to learn as much as you can about the person you’re calling before you talk to them (most importantly, find out what pains them)
• set reasonable goals and hold yourself to them
• get a pitch that resonates with you — something that makes you excited — that genuine enthusiasm will go further than a perfectly worded but uninspired pitch
• get it out of your head that you’re bothering people — if you can’t make their business better, then why call?
• do your research ahead of time so you can get in a rhythm of making calls

That’s all the advice I’ve got so far. I’m no expert at this — in fact — I’m not even that good at it. But, I’m taking the advice of my last post and doing what has to be done and not doing what I want to do.

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