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Have No Fear

Scared of cold calling? Learn to turn your anxiety into confidence.

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This story appears in the April 2007 issue of Entrepreneur. Subscribe »

If you've been known to put off making , you're not alone. It's always easier to do the following activities to build your business before you actually make a brand-new, totally cold call.

  • Call on existing accounts to upgrade or add on to their current product line.
  • Get referrals by calling satisfied customers and asking, "If you were in my shoes, which three people would you call who could benefit from our product the way you did?"
  • Have relationships with noncompetitive companies that call on the same industry and business. This can be a great way to access new accounts for you and for them.

There are plenty of other ways to avoid . They're effective, but eventually you're going to have to break into a new account, and you might not know someone who can make the introduction. Here are some strategies I've used over the years to take the out of cold calling.

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