It’s good to size things up first. It’s good to be prepared. It’s good to do your homework. But sometimes, you just need to pick up the phone, make the call. The cost of hesitation can be high.

One thing I’ve learned in business is that sales people actually like being sold to. They respect someone who persists, and patience and persistence wins in the end. The fly by night job hoppers don’t last. The get rich slow schemes are the best. Build trust, win them over, and then when you have their business, shock them with how good you are.

So, after you’ve pysched yourself up, pick up the phone, make that appointment, because you know what you do is good, and you know the clients actually need you, ad how the prospects are missing something when they don’t have what you provide. So don’t let someone else get in there. Go on, do it now!

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About the author

Charlie has spent more than 20 years in Perth’s tech and startup sector, firstly as a founder himself, through to exit, and more recently as a writer, advisor and investor. Originally from the UK, Charlie worked in Singapore before arriving in Perth in 1997 to do an MBA at UWA. Graduating as top student in 1999 he set up online real estate business, running it for 10 years before selling to REIWA, whereupon Charlie ran In 2013, he moved to Business News to lead their digital transformation as CEO, and then worked for the federal government’s Accelerating Commercialisation program, funding pre-revenue startups and innovative businesses. He now works in an advisory capacity for multiple tech and other businesses, is managing editor of Startup News and co-host of the Startup West podcast. He also writes a column for Business News on startups. Charlie sits on the advisory boards of WA Leaders, TEDxPerth, WAITTA, the Perth Symphony Orchestra, and the full board of Rise Network.

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