Opinions expressed by Entrepreneur Contributors are their own.
You're reading Entrepreneur United States, an international franchise from Entrepreneur Media.
John Lee Dumas (JLD), founder and host of the Entrepreneurs on fire Podcast and author of Common path to unusual success, has some great entrepreneurial lessons in his book that we can apply to cold calling.
When John Lee Dumans first thought of starting a podcast, he had the idea of producing one episode a day. His friends thought it was impossible to produce so many episodes in such a short time. There weren't any examples of others trying to do this because most people weren't sure how an audience would react to so much content every day.
Before John Lee Dumas released the first episode of his new show, he knew he had to find someone who could hold him accountable. He read how podcasts are made and tried to find someone with podcasting skills like himself, and eventually reached out to a mentor who had already done what he was about to do. She could help him avoid pitfalls and everything clicked.
John Lee Dumans learned that he couldn't wait until his podcasting skills were perfected to publish. He knew he had to start now and work on getting better over time, but he put it off for months anyway.
Then one day he released his first episode with only minimal editing or rehearsal beforehand.
Now the Entrepreneurs on fire Podcast has over 1 million monthly listeners and is rated as one of the iTunes Top Business Podcasts in America.
Here are three lessons from the story of John Lee Dumas that can be applied to cold calling.
1. Set yourself a big, crazy goal
One of the best things about a crazy goal is that it keeps you focused and motivated. When I decided not to accept mediocrity when making appointments, I set myself a fancy goal by choosing to book 15 appointments a day. My co-workers thought I lost my mind when they found out about this, but by consistently pursuing this insane goal, I have achieved remarkable results. So can you if you set yourself a big, crazy goal like JLD.
Related: How to Overcome the Hardest Part of Cold Calling
2. Find the right mentor
If you're looking to achieve a breakthrough performance on your next cold calling campaign, don't forget the power of mentorship. When I picked up Zig's book See you at the top, He became my mentor and helped me think more confidently by claiming my target mantra every day when I looked in the mirror.
Find someone who has achieved what you strive for or someone who can help you overcome any obstacles along the way.
John Lee Dumas realized that he needed a mentor who had achieved what he wanted to achieve. Following his business intuition, he looked for someone with accelerated success who could help him gain popularity in the podcasting industry.
Similar: 3 Cold Calling Tips That Lets You Book 15 Appointments Per Day
3. Don't hesitate, start now
The reason salespeople are often reluctant to launch their prospecting campaign is because of procrastination. No wonder then that overcoming this obstacle is one of the most important reasons for a successful dollar election in many surveys.
As John Lee Dumans advises, get started and don't worry about being perfect from day one. You will learn how to improve your phone skills over time. Make picking up the phone a priority when you get to the office if you ever want to be successful at cold calling.
Related: 5 cheesy jokes will get you past the porters