Does that work for you?
Posted: Mon May 26, 2025 10:30 am
"Based on what you've shared about [their challenge], I think a 20-minute discussion with my colleague, [Expert's Name], who specializes in that area, would be beneficial. Would you be available next Wednesday afternoon?"
Notice the elements: a specific action, a defined duration, a proposed time/date, and a clear benefit for them.
Crucially, confirm the next step and get explicit agreement. Don't assume they'll remember. "So, to confirm, I'll send over that case study on [topic], and then I'll call you next Thursday at 2 PM to get your thoughts. Getting a verbal "yes" or a calendar invite acceptance significantly increases the likelihood of the next step happening.
Send a calendar invite immediately. If you've scheduled a meeting, send a calendar invitation while you're still on the phone (if possible) or immediately after the call. Include a clear agenda for the meeting so they know what to expect and can prepare. This reinforces the commitment and reduces no-shows.
If the next step is sending information, be clear about what phone number data you're sending and why. "I'll send you our brief overview on [topic] which addresses [pain point you discussed]. Would it be okay if I followed up with a quick call next week to answer any questions you might have?" This sets the expectation for future communication and provides a reason for it.
Finally, log all next steps and relevant information in your CRM. This ensures that nothing falls through the cracks and that you have a clear record of the agreed-upon actions and their deadlines. Your CRM should be configured to generate reminders for these tasks, ensuring timely follow-up.
Setting clear next steps transforms cold calling from a potentially random act into a strategic, measured progression. It brings structure to your sales process, provides clarity for both you and the prospect, and builds the necessary momentum to convert those initial cold calling leads into tangible opportunities. It's about respecting their time and yours by defining a clear, mutually beneficial path forward.
Notice the elements: a specific action, a defined duration, a proposed time/date, and a clear benefit for them.
Crucially, confirm the next step and get explicit agreement. Don't assume they'll remember. "So, to confirm, I'll send over that case study on [topic], and then I'll call you next Thursday at 2 PM to get your thoughts. Getting a verbal "yes" or a calendar invite acceptance significantly increases the likelihood of the next step happening.
Send a calendar invite immediately. If you've scheduled a meeting, send a calendar invitation while you're still on the phone (if possible) or immediately after the call. Include a clear agenda for the meeting so they know what to expect and can prepare. This reinforces the commitment and reduces no-shows.
If the next step is sending information, be clear about what phone number data you're sending and why. "I'll send you our brief overview on [topic] which addresses [pain point you discussed]. Would it be okay if I followed up with a quick call next week to answer any questions you might have?" This sets the expectation for future communication and provides a reason for it.
Finally, log all next steps and relevant information in your CRM. This ensures that nothing falls through the cracks and that you have a clear record of the agreed-upon actions and their deadlines. Your CRM should be configured to generate reminders for these tasks, ensuring timely follow-up.
Setting clear next steps transforms cold calling from a potentially random act into a strategic, measured progression. It brings structure to your sales process, provides clarity for both you and the prospect, and builds the necessary momentum to convert those initial cold calling leads into tangible opportunities. It's about respecting their time and yours by defining a clear, mutually beneficial path forward.