Master the Art of Appointment Making and Master the Art of Selling
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over the phone or by sending direct mail, or both, is something you determine by your take on which approach is likely to work best with each individual person. This is why your research is so important. You have to come up with a compelling reason, an interesting reason, and an urgent reason for your meeting; you can no longer rely on the old standards, “We’re better” or “We’re cheaper”.
Isn’t everybody “better” and “cheaper” than everybody else?
Aren’t you?
So what?
Better and cheaper simply is not good enough any more!
If you’re fortunate enough to be routed through to a decision-maker, be ready to present a compelling reason to meet.
Given what you’ve learned about a prospective customer, ask yourself the obvious question: If you were the person you are trying to contact,
