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Phone to Ring
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For me, the most powerful trigger for this particular terror is a silent telephone. There are days when I~{}m extremely busy, juggling the work of three or four clients with scarcely a moment to spare, and telephone calls are likely to be a distraction, if not a nuisance. But even on such busy, money-making days, I feel I need a little action from the outside world. If the phone doesn~{}t ring, at least there could be a fax. Where is the UPS lady? The Fedex guy? ~{}Sorry, you have no email messages.~{} How dare you! Doesn~{}t anyone on earth care about me? Then the phone rings, and it~{}s someone who wants to talk about my long-distance calling plan. That interruption only makes the silence more unbearable.
Nevertheless silence, and often a deadly feeling of loneliness, are the frequent companions of the self-employed. It can be just as insidious in good times as bad because a silent office seems to portend lean times ahead. The entrepreneur is never home free.
The phone that rings regularly seems to be an indicator of well-being, akin to a proper pulse rate or a healthy complexion. The phone needs to ring to keep my spirits up, but how do you make it happen?
As a longtime user of direct mail and faxing campaigns in the 1980s and 1990s and now e-mail campaigns, I know that even when I drag sacks full of letters to the post box, there~{}s no guarantee that the telephone will ring. Besides, the first one to call is likely to be a competitor trying to check you out, or a middle manager who responds merely in an attempt to look busy to his superiors. These are troublesome calls that I~{}m happy to do without. Yet even such insidious or exasperating calls often feel better than silence.
It took me close to a decade to discover something that ought to be obvious. The people who will make your telephone ring are people you already know. For me, they can be people I~{}ve met at professional gatherings. They can be people who have attended my seminars, with whom I~{}ve established a rapport. They can be former clients who have moved into other jobs where they don~{}t need my services, but still are happy to talk about their own situations. They can be personal friends I haven~{}t seen in a while.
I used to be reluctant to call such people without an agenda, but I~{}ve discovered that ~{}We haven~{}t talked in a while, and I want to stay in touch~{} works for most people. (Obviously, you can~{}t use it on the same person too often.) Such people nearly always return my calls, and that means that when the telephone rings, there~{}s often someone at the other end I~{}d like to hear from.
Not too surprisingly, these calls sometimes turn out to be useful. On a couple of admittedly rare occasions they have brought me new work. More often, those I~{}ve called have been willing to share information that has proven useful to me. But it~{}s unrealistic to think that making such calls will ~{}pay off~{} in any immediate and quantifiable way.
What they offer is something that the entrepreneur sorely needs, a sense of perspective. They let me get a take on the world from someone else~{}s point of view. They offer a taste of the workplace sociability that is often what those of us who work independently miss most. Having the benefit of others~{} perspectives has a long-term business benefit. It helps me craft promotions to which others might respond. Explaining yourself to someone sympathetic is good practice for making a pitch to someone skeptical. And hearing what others are talking about gives insight into the culture as a whole, which is an antidote to letting the business absorb all our attention.
But I never look to an immediate profit from staying in touch with lots of people. The reassurance of having the telephone jingle on a day when the office feels like a mausoleum is payoff enough.
Making the Phone to Ring - To learn more about this author, visit James Chan's Website.
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