Reserve time and space for cold calls

When you are busy I have a tendency to constantly push the cold calls ahead of me.

I have a hard time setting aside the time for making new cold calls to prospective customers. When I am busy with active opportunities, it can be difficult to priorities the cold calling. The reason for this is often:

• Cold calling requires a lot of energy and concentration
• Cold calling requires a lot of preparation to be successful
  
• The success rate is low

But on the other hand the amount of cold calling is directly related to the quality and size of my pipeline. Cold calling brings in new leads, and if done effectively it is a very good way for qualifying customers and leads.

So I have found that it is very important that I reserve time for cold calling each week. But also I have found that is very effective to reserve a space for the cold calling - a place where I will not be disturbed for several hours in a row.

Personally I have found it effective to sit at my home office (actually just my diner table) at least half a day each week where I can do cold calling.