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Dos And Don'ts:

  • Don't be a pest. Give the company time to respond before contacting it again.
  • Don't argue. If someone tells you your product doesn't fit their product line, don't get belligerent. You may offer some further information, but if the company is firm, accept its decision.
  • Do listen to what people say. Consider their input valuable and constructive.
  • Don't wax poetic about your idea. Rather than saying "Everybody loves it," provide facts, such as 75 percent of a focus group gave the product a rating of 8 out of 10.
  • Do be brief, punctual and professional. If the listener asks you to send samples or call by a certain date, do it.

Source: Turning Your Great Idea Into a Great Success (Peterson's) by Judy Ryder

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This article was originally published in the July 1999 print edition of Entrepreneur with the headline: Now Showing.

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