By C.J. Hayden, Contributing Editor
You can spend hours, days, and weeks of your marketing time attending networking events, looking for places to speak, having lunch, and writing articles. But if you want your efforts to pay off, sooner or later you have to pick up the phone and call someone. It might be a cold call or a warm follow-up call, but regardless, selling by phone is a fact of doing business.
It is completely normal to feel apprehensive about calling strangers or near-strangers on the phone. You may not even acknowledge that you are afraid of making phone calls, but somehow, mysteriously, a hot lead will sit on your desk day after day and you just won't get around to picking up the phone.
If you're a professional selling your own services, you may think that this discomfort is because you're not a "real" salesperson.
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