[gblowfish]

I've done quite a bit of this over the years. It's become much harder over the past few years, because people insulate themselves. Receptionists are told to dump you into voice mail, or if you do get a person they'll say "send me an email" and then they ignore it. I start by making sure I'm talking to the right person, the actual decision maker who would pull the trigger on buying. Lots of times its not who you think it might be. Or, there may be multiple departments or divisions within a company, and you may strike out with guy A, but sell guy B. If they say they don't need or want what I sell, I ask the follow up of "is there anything that you DO buy, that you either have trouble getting, or think you should be paying less for, or have trouble with getting in a timely manner?" Hey, if there's something they buy a lot of, and I can find a way to get it to them cheaper, better, faster, I'll think outside the box and explore that possibility.

Other general tips: Don't call the first work day after a Major Holiday. On Mondays don't call until after lunch. On Fridays call in the morning only. Best time is usually from about 9:30 till 11:30 or afternoons from 1:30 till around 3pm. That's the hours most people are in serious takin care of bidness mode. Also, even if they say no, try to get an email, and then send them a thank you for taking time to speak to you. If you are able to convert a cold call into a sale, make sure to send them a handwritten thank you card after the first sale. Building personal relationships with your customers is key to longevity.