How do you close a call and secure a follow-up meeting?

1 Set a clear objective

Before you pick up the phone, you should have a clear objective for your call. What do you want to achieve? What value can you offer to your prospect? How can you qualify them as a potential customer? Having a clear objective will help you structure your call, focus on the benefits, and avoid wasting time or getting sidetracked.

2 Build rapport and trust

The first few seconds of your call are crucial to make a good impression and capture your prospect's attention. You need to sound confident, friendly, and respectful. You also need to build rapport and trust with your prospect by using their name, acknowledging their pain points, and showing genuine interest in their situation. Avoid sounding scripted, pushy, or salesy. Instead, use open-ended questions, active listening, and empathetic responses to engage your prospect and understand their needs.

3 Present your solution

Once you have established rapport and trust, you need to present your solution to your prospect. This is where you showcase how your product or service can solve their problem, address their challenges, or improve their situation. You need to tailor your pitch to your prospect's specific needs, goals, and preferences. You also need to use clear and concise language, avoid jargon or technical terms, and emphasize the benefits and value of your solution. Use stories, testimonials, or case studies to illustrate your points and build credibility.

4 Handle objections

It's natural for your prospect to have some objections or concerns about your solution. They might be skeptical, curious, or hesitant. You need to handle these objections professionally and confidently. You need to acknowledge their objection, empathize with their perspective, and provide a counterargument or evidence that addresses their concern. You also need to avoid being defensive, argumentative, or dismissive. Instead, use positive and constructive language, ask probing questions, and offer solutions or alternatives.

5 Close the call and secure a follow-up meeting

The final step of your cold call is to close the call and secure a follow-up meeting with your prospect. You need to do this in a way that shows respect, gratitude, and enthusiasm. You also need to do this in a way that creates urgency, commitment, and action. You need to summarize the main points of your conversation, restate the value and benefits of your solution, and ask for their opinion or feedback. You also need to suggest a specific date and time for a follow-up meeting, confirm their contact details and availability, and send a calendar invite or email confirmation. You also need to thank them for their time and interest, and express your excitement to speak with them again.