Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

Conclusion 2

They didn’t look at the packet or haven’t received it yet.

If they didn’t have a chance to look at the packet, try the following: While we’re on the phone, let’s open the packet and go through it quickly together so I can answer your questions.

Walk her through the packet briefly. Answer her questions or if you don’t know, say so and promise to get back to her within a day with the answer. Then move on to set the appointment.

Well, when could we get together briefly so I can show you more about how [our product/service/solution] can [cure your pain or solve your issues]?

Would Tuesday or Wednesday be better? _____________________

Would morning or afternoon work better? _____________________

How about [give them two times to choose ...