Fifteen to twenty minutes is all I need. If the answer is still no, ask for a few minutes on the phone and proceed with the advice or information-gathering questions you've prepared for the meeting. You may be able to turn a lack of enthusiasm into real interest. Before ending the conversation, confirm the next steps to be taken - for example, the date, time and place of the meeting you have just set up. Express thanks for the attention and help given.
Genuine gratitude creates a professional and upbeat image and sometimes yields unexpected results.
At no time should you express irritation or anger at someone who becomes testy or even antagonistic. Such responses do occur occasionally. Finally, direct approach phone calls can be effective, even without the benefit of a letter of approach. But such calls require greater skill - and skill, remember, is developed through repetition and practice. The name of a good referral usually creates both immediate interest and a willingness to listen further.