You may have read the first part of our two-part feature article, which looked at finding and building a target list. It’s a valuable article, so if you didn’t get the chance to read it, I highly recommend it. Also, the second part of the story in this issue explains that after you create your list, you get to work on finding the right people to contact and decide whether to start with the user buyers or economic buyers. Guest writer Andrew Paulsen sheds some light on the other two steps: cold emailing and combining methods.

Also in this issue, a reader discovers that it's harder to talk with a client when it's a people issue rather than a work-focused issue. Readers offer ways to deal with a pesky client diplomatically. Here's hoping you won't have to deal with those types of clients, but the article might be worth saving so if the time ever comes, you're ready.

On another subject, because I'm deaf, I make phone calls through the relay service.

So cold calling isn't my favorite activity, nor is it a favorite activity of many others who weren't born with the sales gene. Please write in with any tips you have for this issue’s dilemma — how to better handle phone conversations. What problems or challenges are you dealing with? The readers love to help, and we don't publish your name, so send in your question, and it may appear in the next issue.

Spring in the U.S. means allergy attacks, daylight savings time and school is almost out. My body is slow to adjust to the time change, and I'm not the only one. I wonder why the government doesn't just pick one time and stick with it. It's loads of fun to change the routine on the kids who don't think it's bedtime because the sun is still shining.

In the meantime, don't let us get lazy with this newsletter, not even for the upcoming lazy days of summer. Tell us what you'd like to see in future issues so we can better meet your needs. As a thank you, we enter your name into a drawing whenever you contact us.

Texanly yours,

Meryl

Editor, eNJ

P.S. You can get help with your newsletter or just test the waters with a complimentary newsletter prototype.

I provided services for a client once, and it was not a fun experience because he didn’t communicate his needs. But I learned my lesson. The next time he requested my services, I asked more questions. Then, I quoted on the high end and figured that if he agreed, I could pay some bills. If he didn't, no biggie.

If only it were that simple! Instead of agreeing to my bid, he came back with a profit-sharing proposal. I left it at that and didn’t respond. However, the experience has made me think about troublemaker clients, and I’m curious about other experiences readers have had. Should I take the good (the dollars) with the bad (the client)? How have others dealt with pesky clients?

— Jackson, Services Manager