Early in my speaking career and struggling to stay in business, I was often on the phone. Life was different back in the late 80’s. We had this thing called a…telephone. And, we actually called prospective client organizations. 😉
It had gotten bad. I mean, I was at the point where I was sneaking peeks at the help wanted pages in the newspaper (another thing we had back then) thinking I could always take a job in sales. This would allow me to continue speaking part-time and hopefully re-build it into a full-time practice. Words cannot possibly describe how much I did not want to take a job. I was loving my new career and was just a couple of…something away from making it a self-sustaining business.
But, it wasn’t looking good. And, on a late Friday afternoon, with my one-person staff gone, and calls getting me nowhere, it was time to leave for the day. A true sense of discouragement settled in. Guess I’ll go home and really do some soul-searching over the weekend.
I then remembered something I used to do when I first began in sales. I was selling advertising for a small television station, making cold-call visits to businesses throughout the day. And, every day at the end, when the day was over and there were no more businesses to visit…I’d visit just one more. And, I can’t tell you how many times that last one ended up paying off in new business! Kind of amazing how that worked.
So, I decided to make just one more call. In the directory I was looking through, I saw an organization that there was no way it seemed they’d have a need for what I spoke on at the time. But I called anyway because it wasn’t about getting a yes; it was about making just one more call.
Well, it turns out that not only did they need what I was offering…they apparently wanted it, as well. They also had, what they called “sectional organizations” nationwide. Over the next three years, I’d speak at 41 of them. Sure, my fee was quite a bit less back then, but it kept me in business and gave me the confidence I so badly needed at that time.
That call — that one more call — turned out to be the difference-maker.
Could one more call/contact/visit, etc. help your business? If so, go ahead. You don’t have to make a whole bunch of extra calls. But once the day is through, make just one more.
Just one more call.
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