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Crazy Like a Fox, Persuasive Like a Weasel

In earlier articles we wrote about the power of using hidden commands in normal conversation to increase sales, convince others to do something or to accept your ideas.  This is often done by separating out a simple command or suggestion by pausing, stating the command in a different tone of voice, then resuming normal conversation.

For example, when selling a car you might say, “This car gets 30 miles per gallon on the highway, which you’ll notice when you (pause) take it for a test drive.  You’ll also notice that ….

Another way to insert a command into conversation is to use what are called Weasel Words.  These phrases are based on the one of the techniques used by  Milton Erickson, who was one of the foremost hypnotists of the last century.   Erickson had a way of talking people into trance without giving any direct commands to close their eyes or relax.  Instead he would just sort of talk around the idea of going into trance and people would naturally do it.

These Ericksonian Phrases are also known as Weasel Words because they allow  you to weasel in a command without it being so direct or authoritarian.    For example, you might say to someone, “Consider why you want to do this.”

With some people, giving a command can create a great deal of resistance.  A percentage of them just do not like to take orders so they won’t respond to direct suggestion.

But what if your were to say, “I’m not entirely sure how well you can consider why you want to do this.”  Here, you’re not trying to force them to consider why.  You’re just asking them how well they might be able to consider why.

Now, in considering and interpreting that statement the mind has to actually consider why they want to do this, to some degree.  When you use Weasel Words  the listener does not have something to object to. In order to employ these phrases you first determine your outcome.

In a hypnosis setting, one outcome would be for the client to relax.  You might say, “A friend once told me, you know, it’s entirely possible to just get relaxed.”  You’re not telling the client to relax.  You’re just repeating what a friend once said.

If you’re selling computers, you might say something like, “I wonder if now is the time that you might buy this computer.  There are hundreds of Ericksonian Phrases that can be used for just about any outcome.  Here are a few below.  You can probably come up with your many of your own.

WEASEL WORDS

After you come to … After you’ve … As a whole new way of thinking opens up … All that really matters … All that’s really important … Allowing yourself to just naturally … And as that occurs, you really can’t help but notice … And I’d like to have you discover … And then, now you’ll discover … And you can be pleased …. And you can really use it … And you can wonder … And you will be surprised at … Give yourself the opportunity to see if … I wonder if you’ll be pleased to notice … I wonder if you’ll be reminded … I wonder if you’ll be surprised to discover that … In all probability … If you could … It is easy, isn’t it … Perhaps you wouldn’t mind noticing … So now’s the time …

Are You Unique?

There is something that I have talked about on several occasions here on this site, as well as in the Doba newsletter. In fact, it was one of the very first things I talked about shortly after joining Doba a couple of years ago.

Even though I've discussed this before, it's always worth bringing up again.

I want you to ask yourself a question regarding your business. Are you unique? And what is unique about you or your business?

If somebody were to ask me that same question in regards to Doba, I would say that we offer access to more products and more suppliers than any other drop shipping service.

This unique thing about your business is what marketers refer to as your unique selling proposition, or USP (I covered this in part in the June 2004 issue of our newsletter, and referred to it as the unique selling point in the October 2004 issue).

Your unique selling proposal is how you separate yourself—in the eyes of your customers—from your competition. In essence, it's the reason you give your customers to buy from you rather than the competition.

So what is your unique selling proposition? If you haven't given it any thought before, what would you like it to be? If you said, "To have the absolute lowest price," you should do some more thinking. That is one of the worst USP's you could possibly have.

Having the lowest price simply means you make less money, and that cut in profit affects more than just your bottom line. It affects all aspects of your business, such as the inability to provide good customer support (because you can't afford it), develop new and innovative tools for your site, conduct usability tests, and so forth. Your business will begin to appear more and more like a fly-by-night store rather than a legitimate company that can instill trust in its customers.

There's no way around it. Running a business costs money. Running a business well costs even more money. Don't let your business go under trying to be the low price leader. Instead, find a unique selling proposition for your business and do that one thing better than anybody else, or better yet be the only person that actually does it!

Here's a personal example of a unique selling proposition I came up with when I ran a retail computer business. My USP was to offer home delivery and setup of newly purchased computers. Furthermore, I would offer on-site tech support.

I never did it because it simply cost too much. The solution was to charge for it. But I never did that because I didn't think that anybody would pay for it. In a world where every computer reseller offered free support over the phone, why would anybody be willing to pay for on-site support?

Well, have you ever heard of Geek Squad? The founders of Geek Squad had the same idea I had. The difference is they actually implemented their idea. Now they are running a successful and thriving business. And a big reason for their success is they found a unique selling proposition that would elevate them above the competition.

The lesson here: don't be afraid to be unique! Embrace your uniqueness and watch your business grow.

Read some great examples of companies that have successfully marketed their USP.

Worldwide Effects of Global Warming

Lynas, Mark Contemporary Issues Companion: Global Warming Shasta Gaughen Greenhaven Press

Viewpoint

Hardly anyone realizes it, but the debate about climate change is over. Scientists around the world have now amassed an unassailable body of evidence to support the conclusion that a warming of our planet-caused principally by greenhouse gas emissions from burning fossil fuel-is under way.

The dwindling band of climate "sceptics", a rag-tag bunch of oil and coal industry frontmen, retired professors and semi-deranged obsessives, is now on the defensive. Although names such as Fred Singer, Philip Stott and Bjorn Lomborg still appear from time to time in the popular press [in England] and in the United States, their views are notable by their absence from the expert literature.

Meanwhile the world as we once knew it is beginning to unravel. The signs are everywhere, even in Britain. Horse chestnut, oak and ash trees are coming into leaf more than a week earlier than two decades ago. The growing season now lasts almost all year round: in 2000 there were just 39 official days of winter.

Destructive winter floods are part of this warming trend, while in lowland England snow has become a thing of the past. Where I live in Oxford, six out of the past ten winters have been completely snowless-something that happened only twice during the whole 30-year period between 1960 and 1990. The rate of warming has now become so rapid that it is equivalent to your garden moving south by 20 metres every single day.

Change Across Five Continents

In other parts of the world, the signs of global warming are more dramatic. ... Researching a book on the subject, I have witnessed major climate-driven changes across five continents, changes that are leaving millions homeless, destitute and in danger.

In Alaska I spent a week in the Eskimo village of Shishmaref, on the state's remote western coast, just 70 miles from the eastern coast of Russia. While the midnight sun shone outside, I listened as the village elder, Clifford Weyiouanna, told me how the sea, which used to freeze in October, was now ice-free until Christmas. And even when the sea ice does eventually form, he explained, it is so thin that it is dangerous to walk and hunt on. The changing seasons are also affecting the animals: seals and walruses-still crucial elements of the Eskimo diet-are migrating earlier and are almost impossible to catch. The whole village caught only one walrus [in 2002] after covering thousands of miles by boat.

Shishmaref lives in perpetual fear. The cliffs on which the 600-strong community sits are thawing, and during the last big storm 50 feet of ground was lost overnight. People battled 90 mph winds to save their houses from the crashing waves.

I stood on the shoreline [in 2002] with Robert Iyatunguk, the co-ordinator of the Shishmaref Erosion Coalition, looking up at a house left hanging over the clifftop. "The wind is getting stronger, the water is getting higher, and it's noticeable to everybody in town," he told me. "It just kind of scares you inside your body and makes you wonder exactly when the big one is going to hit." In July 2002 the residents voted to abandon the site altogether-a narrow barrier island that has been continuously occupied by Eskimos for centuries-and move elsewhere.

In Fairbanks, Alaska's main town in the interior, everyone talks about warming. The manager of the hostel where I stayed, a keen hunter, told me how ducks had been swimming on the river in December (it's supposed to freeze over in autumn), how bears had become so confused they didn't know whether to hibernate or stay awake, and that winter temperatures, which used to plummet to 40 degrees below zero, now barely touched 25 below.

All around the town, roads are buckling and houses sagging as the permafrost underneath them thaws. In one house, the occupants, a cleaning lady and her daughter, showed me that to walk across the kitchen meant going uphill (the house was tilting sideways) and how shelves had to be rebalanced with bits of wood to stop everything from falling off. Other dwellings have been abandoned. New ones are built on adjustable stilts.

Droughts in China

Scientists have long predicted that global warming will lead in some places to intense flooding and drought. When I visited China in April [2002], the country's northern provinces were in the grip of the worst drought in more than a century. Entire lakes had dried up, and in many places sand dunes were advancing across the farmers' fields.

One lakeside village in Gansu Province, just off the old Silk Road, was abandoned after the waters dried up-apart from one woman, who lives amid the ruins with a few chickens and a cow for company. "Of course I'm lonely!" she cried in answer to my rather insensitive question. "Can you imagine how boring this life is? I can't move; I can do nothing. I have no relatives, no friends and no money." She was tormented by memories of how it had once been, when neighbours had chatted and swapped stories late into the evenings, before the place became a ghost town.

Minutes after I had left, a dust storm blew in. These storms are getting more frequent, and even Beijing is now hit repeatedly every spring. During an earlier visit to a remote village in eastern Inner Mongolia, not far from the ruins of Kubla Khan's fabled Xanadu, I experienced an even stronger storm. Day was turned into night as a blizzard of sand and dust scoured the mud-brick buildings. I cowered inside one house with a Mongolian peasant family, sharing rice wine and listening to tales of how the grass had once grown waist-high on the surrounding plains. Now the land is little more than arid desert, thanks to persistent drought and overgrazing. The storm raged for hours. When it eased in the late afternoon and the sun appeared again, the village cockerels crowed, thinking that morning had come early.

Threatened Water Supplies

The drought in north-west China is partly caused by shrinking run-off from nearby mountains, which because of the rising temperatures are now capped with less snow and ice than before. Glacier shrinkage is a phenomenon repeated across the world's mountain ranges, and I also saw it at first hand in Peru, standing dizzy with altitude sickness in the high Andes 5,200 metres above the capital, Lima, where one of the main water-supplying glaciers has shrunk by more than a kilometre during the past century.

A senior manager of Lima's water authority told me later how melting ice is now a critical threat to future freshwater supplies: this city of seven million is the world's second-largest desert metropolis after Cairo, and the mountains supply all its water through coastal rivers that pour down from the ice fields far above. It is the snows that keep the rivers running all year round-once the glaciers are gone, the rivers will flow only in the wet season. The same problem afflicts the Indian subcontinent: overwhelmingly dependent on the mighty Ganges, Indus and Brahmaputra rivers that flow from the Himalayas, hundreds of millions of people will suffer water shortages as their source glaciers

decline over the coming century.

Unless alternative water supplies can be secured, Lima will be left depopulated, its people scattered as

environmental refugees. This is a category already familiar to the residents of Tuvalu, a group of nine coral atolls in the middle of the Pacific. Tuvalu, together with Kiribati, the Maldives and many other island nations, has made its plight well known to the world community, and an evacuation plan-shifting 75 people each year to New Zealand-is already under way.

I saw at first hand how the islands are already affected by the rising sea level, paddling in knee-deep floodwaters during [2002's] spring tides, which submerged much of Funafuti and almost surrounded the airstrip. Later that same evening the country's first post-independence prime minister, Toaripi Lauti, told me of his shock at finding his own crop of pulaka (a root vegetable like taro, grown in sunken pits) dying from saltwater intrusion. He recalled how everyone had awoken one morning a few years previously to find that one of the islets on the atoll's rim had disappeared from the horizon, washed over by the waves, its coconut trees smashed and destroyed by the rising sea.

Stopping Climate Catastrophe

However severe these unfolding climate-change impacts seem, they are-like the canary in the coal mine-just the first whispers of the holocaust that lies ahead if nothing is done to reduce greenhouse gas emissions. Scientists meeting under the banner of the UN-sponsored Intergovernmental Panel on Climate Change (IPCC) have predicted a warming during [the twenty-first] century alone of up to six degrees Celsius, which would take the earth into dangerous uncharted waters. [In June 2003], scientists at the UK's Hadley Centre reported that the warming might be even greater because of the complexities of the carbon cycle.

The IPCC's worst-case forecast of six degrees could prove almost unimaginably catastrophic. It took only six degrees of warming to spark the end-Permian mass extinction 251 million years ago, the worst crisis ever to hit life on earth, which led to the deaths of 95 per cent of all species alive at the time.

If humanity is to avoid a similar fate, global greenhouse gas emissions need to be brought down to between 60 and 80 per cent below current levels-precisely the reverse of emissions forecasts recently produced by the International Energy Agency. A good start would be the ratification and speedy implementation of the Kyoto Protocol, which should be superseded after the following decade by the "contraction and convergence" model proposed by the Global Commons Institute in London, allocating equal per-person emissions rights among all the world's nations.

In the meantime, a network of campaigning groups is currently mobilising under the banner of "No new oil", demanding an end to the exploration and development of new fossil fuel reserves, on the basis that current reserves alone include enough oil, coal and gas utterly to destabilise the world's climate. Searching for more is just as illogical as it is wasteful.

Avoiding dangerous climate change and other large-scale environmental crises will need to become the key organising principle around which societies evolve. All the signs are that few in power realise this-least of all the current US administration, which has committed itself to a policy of wanton destructiveness, with control and exploitation of oil supplies a central theme.

We must abandon the old mindset that demands an oil-based economy, not just because it sparks wars and terrorism, but because the future of life on earth depends on leaving it behind.

Developing your own business opportunities

In the world of business, developing trade opportunities is really about nurturing trade relationships. The days of a worker spending 20 to 35 years with one company are long gone, and the most important way to keep all your business opportunities wide open is by nurturing these relationships. In some ways, this complicates the world of making truly sound business decisions. If you have strong business relationships, there will no doubt be the odd phone call or email with a new business proposition on the other end. Some of these propositions will be fantastic while others will be gone before the finished idea even reaches your brain. Some will permit you to test them out while you maintain your current work position while others will demand your full time focus.

If you are going to get far ahead in this world, you are going to have to be receptive to new options that come across your desk, as well as being receptive to those who have a desire to convey them to you. Beware though if you have quite a lot of money at the get-go you might see many more business proposals which might be thinly veiled pleas for financial aid for someone elses doorway rather than your own.

Learning to discern between outstanding business opportunities and business relationships is mighty difficult though. Sometimes the relationship between the parties gets in the way of sound decisions. If a business relationship is sound and the idea initially appears good, the temptation is to jump right in without looking past a shallow level. This strategy may backfire unless the opportunity is quite foolproof. And when someone does come up with a foolproof business opportunity the rest of the world will know about it too. Until then, we are all still out there swimming with sharks and hoping for the best.

Business ideas can often pop up in the strangest of places. These are the thoughts and concepts that materialize during family outings, holiday soirees, and of course, seminars that are more useful as a cure for insomnia than anything else. It takes not just a bright mind but a bit of bravery to leave the proverbial door open for continued discussion. There are few things more distressing than driving home from a social event wishing that you had gotten someones contact details because you felt they seemed really onto something, and you wanted in. If you could have only been a little braver you might have snatched up his contact details, let your mind ponder their idea for a while, and then called with your own proposition a short while later. But you did not, and another million dollar opportunity went home early, along with the inventor.

It is a shark infested world out there, and everyone is looking so hard for success that they arent remembering to look for the friendly face of those who can help them. Sometimes the best key to developing your own winning business plan is to simply continue to listen to others.

Why a Turn Key, Automated Home Based Business?

A turn key home business helps you eliminate many of these start-up costs and some of the hassles while realizing your home business dream. You'll still have some responsibilities, of course, but nowhere near as many. Why? A turn key home business is a ready-made business that has already been tested and proven time and time again for your benefit. By the time you join the opportunity, the company has likely already tested to see what works... and what brings sales!

You can enter a turn key, automated home based business with the backing of highly trained professionals who know how to guide you every step of the way. This eliminates part of the waiting and testing period for new business start-ups. You can make money from home in less amount of time while leaving the legwork to the experts.

What’s In Your Sex Toy Box!

There is a vast range of sex toys today. Its available for both the sexes i.e. male & female with significant multiplicity in its type.

The Purpose Of Sex Toys

Sex toys can help you get an erection or, if you are a female, arouse your genitals or just help in elevate your pleasure during the act.   They can also help you enjoy sex with different variations thus never letting you get bored of it. The best thing about them is they can help people having difficulty enjoying sex.

Its not only about the variety they provide to the act its about the zing they add to your relationships which you should look at.

The usual expectation is that a sex toy provides direct stimulation of the

genitals in foreplay and/or during sexual intercourse or as a means to

obtain orgasm through only the stimulation provided by the sex toy.

Sex toys - Kinds

Vibrating Sex Toys

The most common of the lot is the vibrating sex toys which provide arousal of the genitals through vibration. They can either be used to arouse the clitoris or the male genitalia.

Most of them are in the shape of a fatter pencil and are battery operated. But some of them come with an adaptor attached to them with a wire. They have a small motor inside them which when rotates provides the vibration. It has no rocket science involved with it but talking about its use, it comes very handy.

some of them have a controller which controls the power of the vibration. The strength of vibration depends on your personal taste and mood. There is no optimum strength which you should switch to. At various stage of your sexual experience, you may feel like changing the strength. It also depends on which piece of your body part you are arousing.

The recent vibrators are more interesting to look at. They provide a range of control for you starting from the speed/strength control of the vibration to surges & power pulses. The Effectiveness of these vibrators is without doubt

Butterfly stimulator's & vibrating penis rings are some of the other types of vibrators available in the market.

Other Powered Sex Toys

The ways to provide stimulation can be many. There are some kinds which change shapes or moves back and forth by use of an electric motor. Mostly it's the air pumps that motorize the back & forth movements. The various types of movements may be interesting to look at. Some of them are mechanical licking tongues, vibrators that 'penetrate' the vagina and mouth simulators to give a man a 'blow job'.

Have you heard of the expensive sex toys such as the thrusting & vibrating dildos? They do exist but on larger an much expensive scale.

Combination Sex Toys

Whatever we have discussed above is also available in one sex toy in a combination.

The commonest of them all is the rabbit style which uses movement & thrusting motion to arouse the clitoris or the vagina.

Adding textures to the surface of a sex toy for that extra pleasure is not uncommon at all. Some of them have spikes while others have ridges on the surface to elevate pleasure

Sensation Change Sex Toys

There again exists a completely different kind of sex toys which provide a different sensual experience while having sex rather than stimulation.

There are a range of sleeves which you can put on the penis for different feelings during intercourse.

Some of them are ring kind of thing that squeeze the bottom of the penis or constrict the scrotum to provide erection and increase sensations.

You can also extend your penis or make them thick using some kind of sex toys which may assist you in giving your female partner extra sensation during sex.

The assortment of lubricants available in the market aiding sex is worth mentioning. Also there are PVC & Polyurethane bed sheets that are oil proof & water proof for greasy or messy sex.

Why Use A Sex Toy?

Are the fingers, penis mouth, tongue, clitoris, vagina etc. not sufficient to have a pleasurable sex? If yes, then why should one use sex toys?

Good question, but sex toys provide help you drive your imagination wild and most importantly give you variety in your sex life and that extra stimulation which is not possible in normal sex. And, we have still not talked about the therapeutic use like assistance in erection for people having difficulty in enjoying sex.

Where To Start?

For ice breakers you can try the simple vibrators and go on further with combination sex toys. If you enjoy the experience then move on to the more sophisticated ones.With time you will know what suits you more than others. Oh yes! Don't forget…Sex is sex when you enjoy it, so go on satisfy yourself with that forbidden pleasure.

New Cars

It happens to all of us. Our old car is ready to retire and we need to find a new car. It can be very exciting to buy a new car and there are many ways to go about doing it. Buying online is a great way to buy a new car and even research new cars, as there are no sales tactics and no dealers or salesmen pressuring you into something that you may not want. Buying a new car online certainly puts you in charge of the whole transaction but there are a few things to keep in mind when looking at new cars online.

Most people have an idea of the kind of new car they are looking for, whether it is large family car – such as a 4x4 or an estate, a small economical diesel car, or a weekend sports car. You may want a car that was just like your old one. Whatever kind of car you think you have in mind, make sure you do some research on it. Determine what you will need from the car, how many people will be driven around in it, what kind of space is required, and running costs. Running costs is an important factor to consider when looking at new cars.

Once you have done some research and know what kind of new car you would like, step into the online showroom and look at the model’s details. Become familiar with the model’s specifications and price. You can do this by reading reviews online, in car magazines, newspapers, online, anywhere you can find different reviews and information about the new car you are looking for the better. Being armed with information will help you make a good choice when it comes time to take the big step with the final purchase!

Once you have finalized your decision about the new car that you want, it’s important to get different quotes. Shopping around is the only way to get the best deal and make sure that you are paying the least amount of money for the car you really want. There are some companies and websites that are highly overpriced and paying these big price tags can be avoided by simply obtaining a few different quotes for your new car.

Once you have received a few different quotes for the new car, find out as much as you can about the dealer. The best way to do this is just by asking a few simple questions. Find out what their policies and procedures are. Some important questions to ask are about warranty, delivery costs, whether the new car will be delivered with a full tank, are there opportunities for further discounts and are there any free accessories available. Knowing these answers will take a lot of the risk out of buying a new car online.

Lastly, before you purchase a new car be sure to read the entire agreement. If there are parts of the agreement that confuse you, ask about them and make sure that they are fully explained and that you completely understand them before signing any deal. This will help protect you from unforeseen problems in the future.

Network Computers

Network Computers’ is expanding to deliver Total IT Solutions at a faster rate. If you are a new company looking forward to setup your IT Infrastructure, Network Computers will be offering you the total consultancy and deliver the infrastructure right on time at a right cost. If you are already an established organization, Network Computers’ has rage of offerings to e-Enable your business and set it on the Fast Lane of Success Path.visit our site http://www.networkcomputersonline.com

Network Computers’ is committed to provide world-class quality products and services that provide Efficiency, Effectiveness and Economy in business.

Web hosting :

At Network Computers, it is our goal to deliver advanced and easy-to-use web hosting solutions. Our state-of-the-art web servers are located at world class & world #1 data center connected with Multiple GBPS Links with fiber network. Our highly skilled hosting experts will ensure that you receive a powerful and reliable hosting experience.Linux Hosting, Windows Hosting, Email Hosting, reseller hosting. visit our site http://www.networkcomputersonline.com

We have multiple hosting platform and packages to suit your needs. From basic users to advanced users, small businesses to large corporate, we have array of hosting plans and package with the space and data transfer that will satisfy the most demanding hosting requirements.

Search Engine Optimization :

Search engine optimization is the act of making ones website content more search engine friendly to make it rank higher in Search Engine's Search results. We specialize in the optimization of websites in competitive way and rank it higher. We will research keywords that meet the best to your website content description and optimize your site based on the most searched keywords in your industry and drive relevant traffic to your site via the major search engines and directories.

Web Designing :

A web site of your company is not just an online brochure of your business. It’s an Image, an image that is projected to the whole world. If content is the king, design is the crown and glory. The website of your business needs a reflection of what you desire to portray to the world.

This is more of a highly refined digital art-form with all the technical specification fitting perfectly into right places. The implementation of a website is a process that takes countless hours of digital artists, programmers, database wizards to create a perfect Website Representation of your company.

Our Design Studio has the creative talent necessary to design user-friendly websites with fantastic visual impact, while also possessing the technical skills to build innovative, yet reliable solutions. Importantly, our Web team also has the business acumen and skills to create effective solutions, strategically tailor made to your organization’s requirements. Our creative team will put the magic in your web site using the latest design and development tools in the market. visit our site http://www.networkcomputersonline.com

Application Developments : ASP.Net Development, VB.Net Development, PHP Development, JAVA Developments

How to Make Cold Calling Opportunities Out of Voice Mails – Turn voice mails into a cold calling journey of discovery!

Most people who still use the traditional cold calling mindset look at voicemail as a dead end. They say to themselves, "Oh well, I may as well leave a message and hope he calls me back."

This almost never happens, and we know it. But we’re often so relieved not to have to talk with someone, that we leave a message anyway. We avoid dealing with another person’s potential negative response to us and we avoid being challenged by the receptionist as well.

By the time the day is over, we might feel good because we’ve played the "numbers game" and made a lot of calls. But our productivity has been minimal. And over time that can make us feel frustrated by our experiences in cold calling.

With the new approach to cold calling, voicemail is an opportunity for discovery. It leads us beyond voicemail. Voice mail becomes a starting point for you begin the process of locating the person you’re trying to contact.

Our objective is not to pursue people to make a sale in this new way of cold calling. It is to uncover the truth of their situation and to be okay with the outcome, whether it’s a "yes" or a "no."

So we can begin to feel more comfortable hitting "0" when we get someone’s voicemail. Because we then have an opportunity to go back to the receptionist and begin a dialogue based on asking for help.

Here’s how the dialogue might go:

"Hi, maybe you can help me out for a second? I’m trying to get hold of Mike and I got his voicemail. Would you happen to know if he’s at lunch, or on vacation, or in a meeting by any chance?"

Here, you aren’t just asking to find Mike. And you’re also providing possible solutions to finding Mike. This helps the receptionist feel as if he or she is part of the problem-solving process.

The receptionist is likely to offer one of two responses. The first is, "Yes, he’s in a meeting (or at lunch or on vacation) and I’m not sure when he’ll be back at his desk."

This answer has just given you a lot more information than you would have if you had just left a voicemail. Now you know your contact’s whereabouts in real time and you can call back at a more appropriate time.

The second response is, "No, I don’t know where he is." In this case, you would reply, "That’s not a problem..." This low-key statement diffuses any possible pressure that the receptionist might be feeling about not being able to answer your question.

You can then continue with, "Would you happen to know anyone whose desk or office is near him or who works in his area who might know where he is?" Again, you’re offering another option for solving the problem. In many cases, the receptionist will then transfer you to a colleague of your contact who can help you determine his or her whereabouts.

The receptionist may also reply, "No, I don’t know anyone in his area." You then say, "That’s not a problem..." and offer, "Would you happen to have a paging system or his cell phone number by any chance?"

If the receptionist replies, "Sorry, we don’t have those," then at that point you can say, "Thank you very much. I really appreciate your help. And then hang up, and call back another time.

Does the idea of paging potential clients or calling them on their cell phone make your stomach clench up? Are you thinking that you can’t cold call people that way because they might reject you?

That fear is only to be expected if your agenda is to sell something to the person. In other words, if you’re still using the traditional sales mindset. But once you master the new cold calling perspective, you’ll feel comfortable calling anyone, any time, using any mode.

As long as you’re 100 percent focused on your potential client’s world, you’ll find that people will be receptive to you. You can easily navigate throughout an organization with the type of dialogue described above, because you’re asking for help in a relaxed manner and you never put anyone on the spot.

Suppose that your efforts to locate your contact in this way fail. At that point you can leave a voicemail, but it should always be your very last option. Here’s an example of an appropriate cold calling voicemail:

"Hi John, maybe you can help me out for a second? I’m not sure if you’re the right person or not, but I’m trying to reach the person responsible for reporting problems about unpaid invoices. My name is John Edwards, my number is..."

Try this way of approaching the situation of voice mails, and you’ll be surprised and pleased at how often it becomes a highway instead of a dead end.