I had a friend who was very successful entrepreneur, who became a millionaire by the age of 30. He told me once that he doesn't work any harder or have more hours in the day than most people. It's just that he attacks bigger problems and has the courage to call the president of a billion dollar company to get a meeting to discuss a big idea he has to make them money.
He's talking to people that can make big decisions and take significant risks. This entrepreneur is working on $100 million problems and opportunities. Doing this takes more vision and courage. It does not take more time.
In closing, try playing in a bigger game with future clients. Exude more courage and think big since none of these tasks take more time. If not, your desire for "safety," while reasonable and understandable, holds you back.
(Excerpts taken from Barking Up a Dead Horse by Tom Batchelder). If you haven't read this book, pick up a copy. You'll avoid wasting time and effort in the Business-to-Business sales process.
