Cold-call: (n) an unsolicited visit or telephone call made by someone trying to sell goods or services.

“Good morning! My name is…”

I immediately could tell that the person on the other end of the line was not convinced of the goodness of the morning, and did not give one flying Frito pie as to what my name was.

In baseball that’s called Strike Two.

What I did next would determine whether I would immediately go to Strike Three in the first twenty seconds, or survive, crossing thirty seconds–or the amazing possibility of a minute.

Cold-calling.

So referred to because it is calling that is made to human icebergs.

Usually when I realized that the person I was speaking to was not convinced of the beauty of the day, and was not impressed with my name, I would unfortunately have that two-second gulp in my throat.

This was always the length of time it took the individual who had already expressed indifference, to come in and close the deal on me.

“Listen, I don’t need anything. Bye.”

My supervisor in the company pointed out to me that when I was doing the cold-calling–the phone solicitation–I had deprived this individual of the benefit–dare he say, blessing?–of hearing about the terrific product.

All of this done through a misplaced gulp.

I got better. Sometimes I survived past the first gulp and got all the way to this phrase:

“What I’m calling you about today…”

Then a second wall, needing to hurdled, standing tall, wide and thick, suddenly rose before my nose–and once again, was terminated with the party on the other line (who, by the way, was not having a party) excusing him or herself and hanging up.

If I could get to the one-minute mark, where I explained how the product I was offering was not only beneficial but terribly inexpensive, I found that one out of four times I actually made a sale.

Let’s analyze the numbers:

Ninety percent of the people cut me off at my first gulp.

Five percent of the people stopped me with “the great wall.”

This means that five out of every one hundred people became my potential market of sales. I would have to ask you (and myself) what I would do in life if the potential for it only rallied five out of every one hundred times?

Honest to God, I think I would give up sex over that.

Cold-calling is something that many adults in the past experienced in an attempt to escape being criticized for not having a job.

And by itself–with its trials, its rejection and its nastiness–it nearly turned all of us into vagrants.

Subscribe to Jonathan’s New Podcast