Generic meeting times like 15 or 30 minutes feel like placeholders that can easily run over. Offering a specific, short duration like a '9-minute kickoff' or '12-minute demo' triggers a psychological belief that you are serious about respecting the prospect's time, making them more likely to book the meeting.
Related Insights
To prevent ghosting, don't wait until the end of a meeting to suggest a next step. At the very beginning of the call, explicitly state that the final five minutes will be used to plan the next phase. This normalizes the action, demonstrates professionalism, and secures commitment from the prospect.
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.
Instead of waiting until the end to close, establish the meeting's potential outcomes upfront. Get the prospect's permission to deliver a 'no' if it's not a fit, and pre-agree on a specific next step if neither party says 'no'. This eliminates the buyer's power to stall later on.
Jason Bay's data shows the most effective call to action isn't "want to meet?" but an "offer of value." Sell the meeting as a "blind date" where the prospect gains value (e.g., a free plan audit, industry benchmarks) even if they don't buy. This overcomes buyer hesitation from past bad sales calls.
Instead of open-ended agenda items like "let's do intros," propose specific time frames, such as "Let me give you 90 seconds on me, you can give me 90 seconds on you." This small framing tactic establishes you as a professional who respects time, prevents conversations from meandering, and maintains control of the meeting's flow.
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.
Set a discreet alarm for five minutes before a scheduled meeting ends. This guarantees a dedicated window for a wrap-up, preventing you from being cut short by a prospect's hard stop. It allows you to professionally recap, solidify next steps, and schedule the follow-up, a clear differentiator from amateurs who let meetings end abruptly.
Standard 30 or 60-minute meeting slots are generic. A hyper-specific time like a '22-minute webinar' is novel and signals you respect the audience's time. It stands out in promotions and fits neatly into a 30-minute calendar block, giving attendees back 8 minutes, which they psychologically appreciate.
Start every demo with two slides: one confirming the prospect's priorities ('What I Learned') and a second outlining the demo's agenda ('Demo Flow'). This ensures alignment and gives you control over the conversation, preventing unexpected detours.
Shift the first meeting's goal from gathering information ("discovery") to providing tangible value ("consultation"). Prospects agree to meetings when they expect to learn something useful for their role or company, just as patients expect insights from a doctor.
