What we all want as the initial response to our request for an appointment is to be a yes, right? But since that just isn’t going to happen very often, what’s the next best thing? Getting a direct question as the initial response.

So the why is that? The answer is quite elementary, my dear Watson! It begins a conversation that provides us the ability to apply our skills to get the appointment.

There are two ways to accomplish that. One is to make a very bold statement about the results others have received from using our solution. That gets our target to ask us how we’re able to accomplish that. For instance, ours is, “Our clients report back that they’ve doubled or better the number of Initial Meetings they were previously setting.” The other is to be purposefully vague which almost demands a response asking us to explain what we mean.

In either approach, the result is that it gets us into a conversation where we can apply a logical reason for why they should meet with us. Prior to that, it’s just us talking and them thinking about how to get us off the phone; and logical arguments just don’t work in that environment.

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