Should I call?  Should I not call?  Should I actively sell? Should I hang back?

In the words of Henry Ford, “If you think you can or think you can’t you’re right”.

Put another way, there’s never a good time or bad time to call a prospect.  You don’t know what’s happening in their world, so just call.

Now I know that that’s often easier said than done.  That phone seems awfully heavy.  So we come up with excuses.  I don’t know who to call.  They won’t want to hear from me.  I don’t know what to say.

I get that.  I admit I’m as prone to this as anyone.  Especially now.

So sometimes we just have to set ourselves small tasks.  I’ll just make one call.  And no matter what the result, I’ll then make another.

Who knows, someone may just say, I’m really glad you called.  I have a problem you can solve.

It’s happened to me.  It’ll happen to you.

But it won’t happen if you don’t reach out.

Now let’s see how you can make this into a warmer call.

If you’re connected on LinkedIn and have exchanged a couple of messages, tell the other party you’re connected and would like to further the relationship.

99% of people will happily speak with you.

Find out what’s happening in their world.  Given the current lockdowns, be empathetic.  Listen, but don’t wallow in it.  This too shall pass.  So what are their plans moving forward.

Maybe you can suggest a course of action.  Connect them with someone.

Even if the time is not right for them, keeping in touch, adding value in some way keeps you at top of mind.  So when things improve and they can think forward, you’ll be the one they turn to.

Till next time, this is Rashid Kotwal.

And yes, I’m going to go and make some calls.

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