1. If your prospect is using a similar product/service, most likely that prospect believes the product/services to be of value in some way. That means that your prospect needs you or someone just like you to provide the value they want.
2. If your prospect is already using a similar product or service, then making the decision to purchase this particular item is part of their job. And they are supposed to do their job to the best of their ability. Part of that would be finding the best for the least, staying on top of new developments in the field, exploring options, contingency planning… Meeting with you works to your prospect’s advantage. By introducing yourself and your product or service, you are helping your prospect to do her job.
3. Once you have scheduled a new business meeting, make sure that you confirm the prospect’s name, title and address. Also, make sure she has your name, your company name and telephone number. Repeat the date and time of the meeting at least twice. You want to make sure that you are both talking about the same date.
4. When you give your prospect your contact information and when you are repeating the meeting date and time, use your voice to direct your prospect to write everything down. Speak s-l-o-w-l-y and distinctly, at a pace that they can write. Your prospect will interpret this way of speaking as a direction to write. This way, they, too, will have the meeting in their calendar, and there should be no mix-ups.