Marketing Your Best Seller 135 smartphones are now in circulation around the world. With 5G, which will o昀昀er the Internet of things, (the IOT), it will include virtually everyone over eighteen years old. In the book business, as in any commercial enter- prise, you’ve got to be con昀椀dent in your telephone skills— especially since so many people aren’t. Beyond people’s love- hate relationship with their phones, there’s also a huge amount of fear. Why? It’s the fear of rejection, which, as we’ve discussed, is a very deep- seated emotion. But suppose the possibility of rejection could be entirely removed. I give you absolute permission to believe that henceforward, you are rejection- proof. Now make the calls with courage, calm con昀椀dence, and resolute self- assurance that you will be listened to, respected, and supported. Suppose you could just punch in a number and know that whoever answers will be thrilled to hear from you. 吀栀ere’s no shortcut to making that happen, but it involves many of the same elements that go into becoming a best- selling author. Pay attention to the basics. Be interested in people, and they’ll be interested in you. 吀栀ink about what you can o昀昀er them. What can you provide that they really want? Answer that question, and people will de昀椀nitely take you up on your o昀昀er. Why wouldn’t they? But 昀椀rst they must know who you are. If you’ve done the work described here in part 2, you’ll never be treated like a stranger.