Yes, that's a tricky balance, those are two different things.

The thought of cold-calling terrifies me. I think it just comes down to temperament. I remember meeting this fellow recently whose job was to be the 'cold-caller' and 'relationship-maintainer' for a construction firm. His job was purely to schmooze with architects -- some cold calls, some 'checking in' with regular clients. I quizzed him... aren't you scared? Don't you feel awkward? What do you say when you call? etc.

He told me that for him, cold calls are no big deal. In fact, it was fun, he really enjoyed meeting and talking and finding out what the potential clients were up to.

Gifts differing, eh? I concluded that if I ever ran a business that required cold-calling... I would hire someone else to do the calls! Not feasible for a one-person shop, though.