Newton’s ‘Law of Inertia’ states that, “Every object in a state of uniform motion tends to remain in that state of motion unless an external force is applied to it.”

“So what does that have to do with cold calling” you ask? “Everything,” I answer!

The other day, one of my clients made an admission to me. He was new to his business this past October and had just cranked up his cold calling regimen when he went through one of our appointment making workshops in November and December. He quit making calls while he was taking the workshop by convincing himself that he’d develop his new process and techniques before he’d start calling again. Besides, who is around in December anyway?

He just told me that he had started making calls again in February, which brings me to why I brought out the ‘Law of Inertia’. “It was just so tough to get it going again. I used every excuse in the book” he told me.

Cold calling is not the easiest task you have to do, so human nature says you’ll put it off given a choice. But have you ever noticed that once you get doing it every day, even if it is less than you need to, it is easier each day to continue to do it. It’s like my exercise routine. Once I get in the habit of doing it every day, it just seems to happen (an object in motion tends to stay in motion). I go on a business trip and miss one or two of those habitual sessions and it is difficult to get back in motion again. Don’t let that happen to you in your cold calling regimen. Get in the habit of making some calls every day. If you need to make 20, make the time to do it. But if you don’t, make 10. And if you can’t do 10, do 5, or 3, or heck, even just a couple, but keep that object in motion!

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