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There are many places to get free or purchased business leads and once you do, the next step is to start cold calling the names on the list and start selling on the phone. Just the thought of phoning strangers sends me into a cold sweat and the phone seems to weigh 50 pounds every time I attempt to lift the handset to my ear. This approach to prospecting for clients would send most people into a cold sweat and the fear of rejection might be too great to even get the value out of your leads. So why do it all? My approach is to create my own list of prospects based on a criteria of what I believe is the ideal customer. In other words, I’m deciding/qualifying my prospects to ensure that my time is properly invested.

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So many businesses that I work with have owners who are “straddling the fence” of generations. On one side of the fence is the generation that struggled with “new math” and actually learned to spell using a dictionary instead of a spell checker. On the other side of the fence is the generation that could write a term paper in a matter of minutes with the help of Google. If you find yourself more akin to the former, you possibly could be suffering from anxiety created by living in an online world with an offline mentality.

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I was in a rut, stuck dong the same thing day in day out, working for a software company setting up appointments for their sales people. I was in my fifth year and the thought of doing it for another year just overwhelmed me with dread.

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The moment you use the old-school cold calling approach – the traditional pitch about who you are and what you have to offer – you trigger the negative “salesperson” stereotype. And that usually means instant rejection from your prospect.

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Everyday, people from all over the world send me their selling challenges.
This one just came in from Julie in Atlanta, Georgia:

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