We've done a lot of cold calls with our time working in sales. As much as we've done it, it's still not our favorite thing to do at all. It's tough, it's uncomfortable. And it's necessary if we want to grow our business and reach new audiences that don't know what we're about.  Some highlights from the episode, why this is hard, and why it's worthwhile to be earnest: -- Empathize: Put yourself in their shoes. We enjoy deep work, concentration and getting things done. We have some feelings about interrupting others, just as we don't like having our flow of work and thoughts interrupted.  -- Put in Effort and be Earnest: Feel really good about what you're asking/proposing to someone. Put a lot of thought and work into your message. It will help raise your professionalism in earnest. -- Ask, don't manipulate: Ask if it's a good time to connect with them and why you're reaching out. If the answer is no, respect that, leave and follow up later.  -- Be helpful, be specific, don't name drop: Have something to offer, be specific with your ask. Be interested, not interesting.   

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