Focus

Ill Get Back To You

If you'd like to leave a message, please do so at the beep. . . ."

"Hello, this is my third message to you, and . . ."

Is there anything more annoying than the unreturned phone call? You've called and you've called--but you've yet to make the connection. What to do?

Authors Robert L. Shook and Eric Yaverbaum think they have the answers you need in I'll Get Back to You: 156 Ways to Get People to Return Your Calls and Other Helpful Sales Tips (McGraw-Hill, $9.95 paper). "Because we interviewed a wide array of people from different parts of the country," Shook and Yaverbaum write, "you have a large selection of techniques to choose from."

These techniques include everything from the straightforward approach (promising not to waste the other person's time) to the truly bizarre (pretending to hypnotize the person on the other end of the line). Whatever method you employ, the authors caution, should be determined by who your intended target is--and how good a sense of humor he or she has.

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This article was originally published in the October 1996 print edition of Entrepreneur with the headline: Focus.

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