It’s one thing to gold call your way onto your prospect’s calendar, and into their office. That’s just the beginning. Now that you’ve got an appointment set with your prospect, now it’s time to hit the road and get your ‘day in court’. Just don’t forget to take your gold call, on the sales call!

Despite all the electronic means of communicating with prospects, there’s nothing that works better to close sales than an in-person meeting with a prospect.

You can’t shoot the Moose from the lodge!

With time in short supply, and gas at over $4 gallon, sometimes we have the tendency to skip the in-person meeting in favor of a phone call. Not a bad idea if the distance you have to travel to get to your sales meeting exceeds time constraints. On the other hand, I say that if you can get to your sales meeting within an hour’s drive, go for it. The value you’ll get from any in-person sales meeting is far greater than the investment you’ll make in travel time, and gas. And since there are no customers to be found in your office, it makes perfect sense to leave the office and go meet with your sales prospect.

Once you arrive for your sales meeting, and while you’re waiting for your prospect to come and meet you in the lobby, take a moment to think about the conversation you’re about to have. Leave your elevator pitch in the car. Your gold call is what got you in the door in the first place so don’t ruin your chances by relying on an elevator pitch that the prospect has no interest in listening to. Remember to prepare and ask questions, and speak about your business in short sound bytes. Keeping things simple like this will undoubtedly help you to keep your prospect’s attention and interest.

Taking your gold call on sales calls makes perfect sense because the gold call will place more emphasis on your getting information rather than giving it away in an elevator pitch, a.k.a. ‘the dog and pony show’. Once prospects have your information what else do they need you for? This is why your prospect doesn’t return your calls, or answer your e-mail.

Want to turn a 6 month sales cycle into 30-minutes? Bring your gold call on a sales call and find out.