Since this article has come out, I've learnt a lot about myself and my fear of cold calling. It's probably the same as most people - it's the fear of rejection. Rejection is horrible, you know you're not supposed to take it personally when you cold call, but you do. Then I got chatting with a couple of sales professionals in another forum and one of them said to me I should be making 100 calls a day! A hundred calls? Some days I barely have the courage to do 10, how will I ever do 100? Then the other one said I needed to work out my target - how many sales I want to make per week - then work it backwards. He said to me it's not an exact science but on average 100 calls a day will lead to five quotes a day, which will lead to five sales per week. This was like an epiphany. Okay, of course I knew I wasn't going to be able to do a quote for everyone I phoned up, but what I hadn't appreciated was how few times I would get the chance to do a quote. In fact, 95% of the calls I will make will be negative responses ("not interested", voicemail, no answer, not available...). Realising that 95 out of 100 calls were going to be negative was actually like a huge release of pressure. I had been so desperate to try and sell to every firm I called up, that it became extremely stressful, leading me to making fewer and fewer calls (with 20 in one day being my highest) and getting no quotes to do. It was such a revelation that it changed my mindset. Yes, I was still nervous doing the calls, but the very next morning I did 31 calls in two hours (and would have done more if I hadn't had quote requests from current customers). Another thing I learnt was that if 100 calls leads to five quotes, that averages out at one quote every 20 calls. No wonder I rarely had any success from cold calling. If I was stopping at 10, 15 or even 20, then I was rarely going to get a quote. The morning I did the 31 calls in two hours, the first person to say "yes" to a quote came on call 27! So, if you're about to start doing cold calls, but find something is holding you back, remember you are likely to get 95 negative calls for every 100 you make. It will help you get past the fear of rejection, etc., and understand it is all part of the process. Plus, you need to do enough calls to get the sale or a chance to quote.