Behind-the-scenes advice for busy solo professionals courtesy of Michael Katz, Blue Penguin Development

let my car warm up.

After yesterday’s snow/sleet and last night’s cold temps, it was covered in ice when I went out this morning.

The “trick,” as anyone who has ever owned a car in a cold climate knows, is to turn it on, blast the heat and defrost, and go back inside to finish your oatmeal. Fifteen minutes later and you are good to go.

Professional services sales works the same way.

You can chip away at icy prospects with cold calls, special offers, or other tactics intended to attract the attention of strangers.

Or, you can warm up connections over time with useful content, ongoing visibility, and friendly interactions. (Did somebody say “newsletter?”)

No chipping. No scraping. No standing around in the cold. Just ice that falls off at the touch.

Enjoy your oatmeal.