You’ve had a great first call with a prospect. You asked about Need, Timeline and probably Budget and Buying Process.
How should you end this call?
a) Thank them profusely and promise to call them next week
b) Send them the whitepaper they wanted, right after you hang up
c) Invite them to join your LinkedIn network
d) Schedule the next step
I hope you picked d).
If you’ve determined they are a qualified buyer, the best next step is to get an agreement on the time and date for the next meeting. Always leave sufficient time to do this at the end of your call.
The best time to get someone to calendar something with you is right now, when you have them on the line. Even if they need to invite colleagues whose calendars are unknown, pick a date and time as a placeholder.
If they refuse to provide a date and time you are no worse off for asking, and you may have just gained some additional insight into their true needs and timeline.
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