- Use the word “pencil” to set up a meeting with a prospect who seems skittish. “Let’s pencil something in…” This implies that it can be erased or rescheduled. It keeps your prospect from feeling trapped. You get what you want: a meeting; they get what they want: low pressure.
- Keep in mind, once a prospect has scheduled a meeting, they are more likely to keep it, or if that scheduled time turns out not to work, they are more likely to reschedule.
- Never use the word “appointment” when asking for one. It is much better to use the word “meeting.”
- Prospecting is a communication skill. Like any communication skill it can be learned and improved upon.