Enjoyed being both a teacher and a student this past week. On Monday I delivered my Telephone Talent workshop to a group in co-operative education at Dalhousie University. For many of them there was a lightbulb moment when we talked about follow up. They had the questions I always hear” When should I stop calling? Three calls is too many, right? I answer these questions with other questions: What are you telling your customer or potential customer when you stop calling? That you aren’t worth one more phone call?That they aren’t worth one more phone call? If you promise to follow up with someone, you keep calling. It is your job to reach them, to keep your word. They, like everyone, are incredibly busy, overwhelmed even. When you take on the full responsibility of reaching them, you will prove yourself invaluable and worth more of their time, even worth their business. On Wednesday and Thursday I attended New Life Business Solution’s annual Boot Camp for small business. Great workshop. In fact the word “boot” is totally appropriate because I got my butt kicked into gear in terms of reaching some of my business goals. Phone work came up a lot from other participants in the workshop and I was pleased to hear workshop leader, Debi Hartlen MacDonald, offer the same advice I give others that procrastinate on necessary phone calls – do them first thing in the morning! If you dislike cold calling, get it done before it becomes a big burden, lurking at the back of your mind throughout the day. As Debi put it … eat your vegetables first!