Sales & Marketing Authority, Bestselling Author & Business Motivational Speaker

We’ve spoken quite a bit about cold calling and I still maintaining that using cold calls to prospect is an excellent way of generating business.

The problem most new sales people seem to have, however, is determing when to move from phone calls to face-to-face meetings.

The answer isn’t exactly cut and dry.

First of all, there is nothing wrong with conducting your entire sale over the phone. It is often more convenient to conduct business over the phone, especially if your prospect is understanding, doesn’t have time for a sales meeting, and knows what he wants. It’s also more cost effective if you would have to travel a significant distance (such as by plane) in order to meet with him.

On the other hand, not all prospects are imaginative and visual. They may be interested in what you have to say but seem as though they don’t know what questions to ask or how to go about doing business with you. In these cases, setting up a face-to-face meeting is imperative. You’ll need this opportunity in order to make the prospect comfortable with you, your company, and your product. Simply ask if you can set up a time to visit.

Of course, if the prospect you are speaking to is in the same town or general vicinity than there is really no excuse for not making an appointment to, at the very least, stop by and introduce yourself.

The key here is to remember that cold-calling is not the end all be all when it comes to making a sale. Use your best judgement and, if worst comes to worst, just ask if your prospect if he’d mind a visit. The worst he can say is no.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker