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Most people who conduct interviews figure they’re a pretty good judge of character. Many have, unprompted, shared this opinion with me. Then there’s that old Human Resources notion: past performance determines future potential. Combine these two ideas and you have the foundation of most businesses’ hiring practices. Problem? Both premises are bad. The stats have [...] Like most things, the more prospecting you do, the better you’ll feel about and get at it. Day One is tough. Day Fifteen, on the other hand, is natural. Set specific times to do your cold calling, and put them in your calendar. I recommend cold calling for one to two hours at a time, [...] “Here’s your cold calling script—get fired up! Start ‘Dialing for Dollars.’ I want to hear enthusiasm!” Oh no. Ever notice how the people who tell you that this is the way to go about cold calling are almost never the people who actually have to do it? Following a cold calling script to the letter [...] Third, repeat after me: “Not wanting to talk with me right now is not Rejection. It just means they don’t want to talk to me right now.” Write this on a sticky note and thumb it up somewhere you’ll see it every day. Especially while prospecting. Fourth, do a little research on the company you’re [...] |
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