Face- to-face Prospecting

There are similarities between the telephone prospecting call for an appointment and a face-to-face prospecting call. For example, you need to have the same pre-planned opening and be prepared to working through the gatekeeper.

Efficient face-to-face calling also requires the ability to:

1. Make the decision to do a full presentation immediately or set a future appointment when you reach the decision maker. It should be apparent that being able to make the presentation immediately is ideal, if it is convenient for both you and the customer, and all the decision-makers are available. On the other hand, if the time or situation is not conducive to a full presentation, then set the stage and make an appointment at a mutually convenient time.

2. In the situation where the decision-maker is not available, then it’s essential to gain value from the visit by getting time saving information from the gatekeeper:

• Decision-maker’s name

• Best time to reach him or her

• Telephone number

This information will help you determine your next steps, which could include calling for an appointment, dropping in again when in the area, or eliminating the business from your prospect list.