Have your facts and figures available

Know what you're talking about. If you don't, the other person will soon realize this and will take advantage of the situation to send you packing. Remember that buyers are skilled negotiators - they deal with prospective suppliers on a daily basis, so you'd better be able to at least match them, if not beat them, at their own game!

Personal contact is always the best

In this technological age, email and other electronic means of communication have become the lazy salesperson's companion, but I'll bet that if there are any statistics available, they will show that the person who makes personal contact is the one who closes more deals. Pick up the 'phone and make that call! Even better, do it face to face - make an appointment and go see the person. Email is also an easy way for a prospective buyer to back out, because you're not there to rebut them - they know they can just send you an email back saying "No Thanks". But if you're having a conversation, you're able to ask "why" and to provide information that will counter their reasons for not buying. Do a bit of research on sales and marketing tips and techniques, and be sure to look up "rebuttals" - these can become some of your best steps towards closing the deal!

Ask for the business!

And be persistent about it! Don't just comply with a request to "send more information" - by all means, send the info, but then follow up that the person has received it. What do they think of it? If they can't give you an answer now, when can you expect one? Then follow up on that (this is where you acquire a good friend - your diary). Better yet, ask for an appointment to personally bring along the info and samples!

Always find out the reasons someone doesn't want to buy from you

This is a type of constructive criticism, and you may learn something that will help you to improve either your products, or your sales pitch. Then, once you've overcome the reason they wouldn't buy, go back to them and tell them so - you might just get the order!

NEVER GIVE UP!!!

"No" never means "No". It really only means "not right now". Situations and circumstances change all the time. It could be that the company you contact has already allocated their budget for that season, or they're focusing on other products right now, or the buyer might leave and be replaced with another person, etc, etc, etc. The list is virtually endless, but the fact is that if you give up, you will not get the business. If you persist, you have a much better chance at it.

So go out there and give it all you've got! Good Luck, and have fun doing it!