Just Start

Ideas are not fully formed until you get started.

Just start.

Where New Business Actually Comes From

We can over-plan, over-analyze, overthink a call before we ever make it. None of that finds a new customer. New business happens when you pick up the phone, send a DM, or send an email. The outreach itself is the work, not the planning that comes before it. The ideas for what to say show up once you're already dialing.

Set a Timer and Reach Out

When outreach makes you anxious, set a timer for thirty minutes and start reaching out anyway. Do that every time the anxiety shows up. The perfect opening doesn't come first. It shows up after you've done fifty of them, then a hundred, then a thousand. Reps teach you what to say. Planning doesn't. Set the timer today, then set it again tomorrow.

Just start, and the ideas form as you go.

Roy Waterhouse is the founder of Lean Sales Group, where he coaches salespeople on building trust and growing accounts.