Do your

research.

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. And don't ever underestimate the gatekeeper's ability to

influence the decision-maker. Show respect to assistants, receptionists and

secretaries. Treat these people well, because they're often the ones with the

most valuable information about the company and its employees. Moreover, they

generally have enough influence to get you in to see a busy top executive-or

keep you out.