In this episode, Paul shares his thoughts on cold-calling in this current environment.  Show Notes: Cold-calling still works; our research shows that 29 percent of top-achievers use cold-calling to engage prospects and customers.  To be clear, cold-calling is reaching out to a prospect unannounced via phone or face-to-face visit. But before you cold-call a prospect, use these techniques to warm-up the call “Referrals are the easiest ways to get your foot in the door, yet too many salespeople forget to ask for them.” Send the prospect a letter. This letter is an introductory tool that builds familiarity. Plus, there is no delete button on a letter. Once they’ve received the letter, send them a LinkedIn request. A LinkedIn request builds familiarity.  Finally, once you reach out, decide how many unsuccessful callbacks you will make before calling it quits. Don’t become a prisoner of hope.  Click here to purchase the latest copy of Value-Added Selling! Thanks to our editing team at The Creative Impostor Studios. Click here to book a complimentary consultation with Andrea to find out how they can partner with you in creating your own podcast. Tell them Paul sent you. *** Our show is updated weekly with the questions you ask. So, please go to the home page, subscribe, share it with your friends, but most importantly, ask the question that you want answered.  Thank you for tuning in. Make it a big day.