Plus, they don't have the inflated egos we've all encountered in business from time to time. And if you're straightforward with them, they'll reciprocate. Though they won't always do business with you, they'll usually take the time to guide you in the direction of someone who will. Learn as much as you possibly can about the individual, the company and the industry ahead of time. There are so many resources available today, so there's no excuse not to do this.
Most companies have Web sites that provide information about their products and services.
Search the Internet for newspaper and magazine articles about key executives and the latest company news. Once you get that information, arm yourself with ideas on how to help the company improve or generate more business. Only then should you make your calls. Remember the gatekeeper. Don't stumble into the trap of thinking the decision-makers are only the people with the big titles.