...you will be more successful if you obtain an appointment first.
In some industries, it can be acceptable just to drop by regardless of the business you are in, you will be more successful if you obtain an appointment first.
Send a confirmation letter, letting the customer know you are looking forward to meeting them and confirm the date, time, and time allocation. Review your own agenda and include some relevant material for the customer to look at. Encourage them to invite anyone who might benefit from attending.
Initial impacts can be made by doing the following:
- Get the lead
- Write your letter of introduction
- Make the call and secure an appointment
- Confirm the appointment in writing
- Make the initial visit
- Send a follow-up letter
ACTION POINT: Use appointments to make your first calls.
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