1. Never use the word “appointment” when asking for one. It is much better to use the word “meeting.”
2 Prospecting is a communication skill. Like any communication skill it can be learned and improved upon.
3. If your prospect needs to reschedule a meeting, immediately tell them it is no problem and say, “Let’s reschedule for another time. When would work better for you?” Give some options of times that would work for you and negotiate the reschedule.
4. At the end of a good meeting, if you have not already asked, it is appropriate to ask for a referral: “Who else do you know…”
5. One opportunity that callers frequently miss is to ask for referrals from those who have turned you down. If you have not been able to schedule a meeting with a particular prospect, you can always ask: “Who do you know who may be more in need of our product/service?” It doesn’t hurt to ask, and you may very well get a referral. The important part is to ask.