Whether your prospects come from vertical markets, industry contacts, referrals, Internet search engines, trade magazines, or anywhere else, you have to make calls.  Instant messaging and texting haven’t replaced the old fashioned phone call just yet, so clear your throat, energize your voice, and call your prospects.  Sure, it stinks like changing a diaper, but you can’t succeed without it, and the alternative will stink a whole lot more.

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