We talk a lot about making sure each phone call has a specific call to action. The most frequent call to action is an agreed to time to meet next. But there is far more you can do and should be doing. When a prospect agrees to meet with you again, it does not require enough on their part to guarantee they will become a customer.
More on engaging your prospect below:
Yes, an agreement to meet again may turn into your prospect becoming a customer, but wouldn’t you feel better if you were guaranteed they were going to become your customer? The approach I have personally found to be most helpful over the years and as I train other is to get the meeting scheduled and then engage them in an activity they are to complete on their own time.
There are two key ways to ensure you do this with excellence.
