Most salespeople hate cold-calling. Most prospects hate it, too. So why do it? Instead, develop leads by growing your social network (the real-world one), then offering and asking for leads. And be specific; make sure people know the kind of prospect you’re looking for. A much higher percentage of those “warmed up,” qualified prospects will become clients than those cold leads ever will. Investing time in growing your referral network warms up every lead — even if only a little — and gets you out of the business of cold-calling.