Look for some connection between you and the person you are calling that you could put in your message. A mutual acquaintance, membership in the same association, or having attended the same event are all worth mentioning. If you have seen them speak, or read about them in the news, compliment them on it. Be warm, friendly and upbeat, so your message is a pleasure to listen to.

If you have called, left messages, and still can’t get through to the person you want, send an e-mail. Many people will quickly respond to e-mail because it is easy. If you can interest them in what you have to offer (without revealing all the details), they may be willing to set up a phone appointment with you to find out more. When you don’t have the person’s e-mail address, try finding it on the company’s web site or asking the receptionist.

Should you ever stop calling? That depends on the value of the potential sale. A $1000 sale might only be worth two or three calls to you, but a $10,000 sale would certainly pay for many more. Every salesperson has a story about a customer who finally said yes after the 17th phone call, so if it seems worth it, don’t quit!Jenny Jonson

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