In today's business climate, with prospects looking at you as hard as you're looking at them, it's not unusual for advisers to spend weeks or months trying to get appointments with qualified businessowners and professionals. And since a qualified prospect is a terrible thing to waste (to borrow a phrase), why waste any?

Try This: You'll want to throw away china eggs, but to avoid risking too-good-to-lose prospects in a series of one-time, do-or-die phone calls, use this variation on the X-Dating Technique if it becomes clear you won't be getting an appointment now:

Agent:

"I understand that you don't want to see me now, but may I end our conversation with three short questions?

• When does your group life and disability insurance renew?
• When does your fiscal year end?
• And, finally, would you object to my calling within 45 days of those dates with specific ideas you might find of interest?"

Most people won't object (if only to get you off the phone!), but this gives you a time and reason, suggested by the businessowner, to call again. And the next time won't be a cold call, so the results are likely to be better. Even if you don't get an appointment after the second contact, you'll be building a relationship with the prospect and learning more about the business. Eventually, your follow up and professional manner can earn you an appointment.