Many people are under a lot of pressure. Make sure when you call you ask if it is a good time to talk. Most will say yes, but it immediately shows you respect their time. Also, depending on how well you know the person, you should target your call. Plan a specific topic you want to talk about. The higher up the ladder the person is in the company, the more targeted your conversation should be.

After you talk with someone, write down the information that you've learned about them. It makes prospects feel important when it appears you remember all about them the next time you call.

Maintaining contact after you have met someone is extremely valuable. Think of different, creative ways to keep in touch. Perhaps you could send them a birthday card, a thank-you note, or call and congratulate them on a special occasion. Every time you make contact, learn something new about them and add it to your record.

These are great ways to build relationships with customers, relationships that keep them coming back and buying more.

Here's how you can profit from five very wise telephone techniques that will help you increase your clients and sales.

1. Plan your call in advance. What are you going to say?

Make some notes on a pad in front of you. You don't need to script every word, but memorizing the general structure of your call and key points you want to make will make the sales call smoother and much more enjoyable.

2. Tell your story. What is there about you and your business that would interest lots of prospects. In Tom's case, it's his trusted, personal service to the community. People know him. They don't know his larger competitors.

"I've worked for several people in your neighborhood," Tom tells a prospect over the phone. "Maybe you know Mrs. Jones on 2nd Street or Mr. Magumba down the block from you." That's a story that would get his prospect's attention.

3. Whether you are calling a residence or a business, try to reach the boss--the person who can make the decision to buy your service or product. In the meantime, tell your story to as many people in the organization as you can. The boss may want second opinions before she buys, and she'll be reassured to find that others in the group already know about you.

4. Leave creative messages. Many of the calls you make will be intercepted by answering machines, voice mail, and secretaries. Don't miss the chance to leave a message that will make the prospect want to call back.

"George! This is Tom James of Creative Solutions. I've got a way you can cut your production costs by 20%." Prospects want to know why you are calling, and a good reason why they should call you back. Provide both in your message.

5. Take notes on your calls. When George calls you back you'll want to be able to immediately remember who he is, when you called him, who you talked to, and what you said in past conversations and messages. If you've been making dozens or hundreds of calls, this can become impossible without notes to refer back to.

If a prospect calls you back a week later, and you realize that you haven't the foggiest idea who they are, give yourself a moment to refresh your memory.

Say, "I'm glad you called. Hold on just a second while I get to my desk." Put the prospect on hold while you check your notes. You can go back to the call fully prepared to deliver your message.

Don't take the telephone for granted. It's one of your most powerful sales tools. Expensive mass media, like TV and newspapers, can't match the telephone's ability to touch prospects and customers in very personal ways.

Don't be afraid to promote your business over the phone. People want and need your product or service. Reaching prospects through the phone, and sharing your enthusiasm and belief in your company and yourself, can be a superior way to build your client list.