Do NOT end cold calls without a calendared next step

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You did the hardest part: the prospect picked up.

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Don't waste that opportunity.

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Prospect can't talk right now? Schedule time to follow up.

Prospect asks you to send an email? Schedule time to follow up.

Prospect says they're in a meeting? Schedule time to follow up.

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Here's an example of how you could apply this technique to this objection:

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"Send me an email."

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✅ 1) Agree

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Prospect: “Can you send me an email?”

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Rep: “Sure thing, happy to.”

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Doing so disarms the prospect. And that’s all you can ask for when objection handling during a cold call. Genuine conversation. That’s the goal.

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✅ 2) Get more info

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Now it’s time to dig in. Your goal is to anchor back to a legitimate reason for the prospect to meet with you.

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Prospect: “Can you send me an email?”

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Rep: “Sure thing, happy to. So I can get the right info to you—are you like most HR leaders in that your team is absolutely swamped with manual tasks running payroll, benefits, etc. across five different tools?"

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Then dig in for as much as the prospect is willing:

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- Find out their current solution

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- See if they have similar problems that your clients have

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✅ 3) Ask for the meeting

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Now it’s time to anchor what you just learned to the reason for meeting.

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Rep: “Got it, this is exactly what we’ve helped ABC and XYZ companies with. Their HR teams were getting bogged down with manual admin. work across the five solutions they pieced together for payroll, benefits, onboarding, etc. How about this—most of the material we send over can be very generic and unhelpful. A more effective use of your time would be to spend time with one of our HR specialists to look at this through a lens that’s more specific to your business. Do you have your calendar handy?”

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This usually does the trick

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✅ 4) Handle resistance with the "5 min. placeholder"

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Is the prospect still reluctant to meet? Try this:

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Rep: “Okay, no worries. How about we put 5 minutes on the calendar for tomorrow when you’ve had a chance to review the email? If you like what you see, we keep the meeting. If you don’t, you can cancel. Sound fair?”

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~~~

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The 5-minute placeholder works like a charm.

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You can use it anytime you can get the prospect to nail down time with you.

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Want more outbound tips to help you land meetings in 2025?

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Listen to my interview on 30 Minutes to President's Club here:

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https://www.youtube.com/@30MPC/videos