A prospect does not owe you a meeting.
From their side, your cold call is an interruption. You’re another salesperson who wants to tell them about your company, your equipment, and your wonderful service.
So, when you say, “I’d love 15 minutes to introduce myself,” you’re asking them to donate time to your agenda.
Instead, offer value.
Research the company. Find an upcoming event, rebrand, hiring push, new location, inconsistent signage, or another business need. Then connect what you found to a problem you can help solve.
Try this:
“Do you have 20 seconds for me to explain why I called?”
Then keep it to 20 seconds.
“I saw that you’re opening another location. We help companies make sure their signs, displays, and launch materials arrive together and look consistent. Is that already handled?”
Now the conversation is about them.
Your goal is not to deliver a complete sales pitch. It is to get the prospect talking about their business. If the timing isn’t right, ask one useful question, arrange a specific follow-up, and remain pleasantly persistent.
Buyers can find your equipment list and product capabilities on your website. That information isn’t worth a meeting.
They will meet with you when they believe the conversation could help them—maybe not today, maybe not tomorrow, but sometime in the future.
Stop asking strangers for their time.
Give them a reason why spending it with you might be worthwhile.
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Sales Vault members know the number one most important selling skill is research. Plus, they know how to come up with a great pitch. Choose your membership here or call Bill Farquharson at 781-934-7036 to become a member.
