RULE 24 Make Calls for an Hour a Day
Making telephone calls to reach out to new business contacts is pretty close to a religious ritual for me. True story: This morning, I made cold calls for an hour. Even though my company’s having a great year. Even though I have lots of salespeople working for me now. Even though we’ve got plenty of new business booked for months to come.
There’s no other way for me to operate. At this stage of my life, I can’t not make the calls.
In fact, every single day that I am not in front of a group, I pick up the phone 15 times to call 15 people I have not met with before. I end up speaking to seven of those people, and for every seven people I speak to I will actually set up one appointment. I do that five days a ...
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