It was the worst sales call I’ve ever had. I normally felt comfortable talking to prospects about my web design firm, Cantilever, but this time I was inexplicably nervous. I was sweaty and dry-mouthed, stumbling over my words and struggling to hit my normal cues. The lead was a great fit, and they were referred to us by a satisfied Cantilever client, but I was losing them. I cut off my guests mid-sentence, yet left awkward pauses between my own. Being uncomfortable, I let the conversation die out quickly without even making the case for hiring us, practically suggesting that the client not bother.
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Imagine stepping out of a train, disheveled and weary. Your right hand is holding a dusty canvas bag, full to bursting. In it is everything you own. Your left hand clutches a document, the most precious you’ve ever grasped: A thin sheet of paper, officially stamped, that says you belong here. A new beginning, a new home.