Most sales are lost to inertia, not rejection. Implement a specific, escalating follow-up sequence (30 mins, 60 mins, next day) after sending an offer. This disciplined approach isn't pushy; it helps busy prospects make a decision while their interest is at its peak.

On a cold call, prospects aren't ready to buy. Don't sell your product; sell the value of a future meeting. Frame the meeting as a low-stakes 'test drive' for when they might be interested later. This lowers resistance and makes it easier to get a 'yes' to the next step.

In your opening script, explicitly state you're calling to see if it’s relevant to schedule a separate, future conversation. This immediately signals you respect their time and aren't trying to force a lengthy discussion now. It reframes the interaction as a joint assessment, making prospects more open to a two-way dialogue.

Salespeople mistakenly delay follow-ups to avoid being 'annoying,' but this kills momentum. Prospects don't track outreach attempts like salespeople do. A steady, frequent cadence isn't pushy; it demonstrates reliability and preparation, proving you won't quit on them.

Frame the sales process as a series of small commitments. The objective of a prospecting call is to book the first meeting. The entire objective of that first meeting is then to earn the right to have a second meeting. This simplifies the goal and focuses on building momentum.

Adopt the mindset that the meeting's purpose is for you to determine if the prospect qualifies to be your customer, not for you to convince them to buy. This posture shifts control, positions you as the prize, and forces the prospect to prove they are a serious potential partner.

Salespeople often worry about being annoying during follow-up because they frame it as a transactional attempt to close a deal. To overcome this, reframe follow-up as an opportunity to build and enhance the relationship. By consistently providing value—sharing insights, making introductions, or offering resources—the interaction becomes helpful rather than pestering.

The only acceptable end to a successful meeting is to schedule the next interaction on the spot. This capitalizes on the prospect's peak interest and energy, dramatically reducing the chances of being ghosted and eliminating the need for inefficient follow-up tag.

When you email a proposal, you forfeit the emotional connection built during the sales call and reduce your service to a price on a page. This invites commoditization and price shopping. Capitalize on the moment by being prepared to ask for the business and close the deal in person.