Archive for: October, 2009

There is absolutely no doubt about it – it is scary to pick up the telephone and call someone you don’t know with the aim of having a productive conversation about your business. To deal with this “phone phobia” we have to look at the causes of this fear and see how they can be eliminated. Let\s start with the list: 1)I won’t be able to get past the receptionist; 2)I’ll mispronounce the person’s name; ...

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First, a mea culpa. Last weekend was Thanksgiving and I totally lost track of the days – then the week went by in a blur of deadlines. Apologies for letting the last post slip away. And thanks for your comments. I think it is important to share that even though I’ve been cold calling for 22 years and know I’m very good at it – actually enjoy it – when I begin a new campaign ...

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How many cold calls do you NEED to be making? There are several ways to figure this out, but here’s the one I use most often: 1. What is the (roughly) average amount of money an average client will spend with you in one year? For example, I might base this on full-day workshops, minus travel and expenses, so use $1,000 as my figure. 2. What revenue do you want to achieve in the coming ...

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