Calling Cold Turkey
An appointment is an opportunity to create and build a relationship and to present yourself. It's the occasion to make a presentation to the prospect in person. It's one opportunity you don't want to miss.
Know how much time you'll need to make your presentation. Like everything else, if the prospect has an idea of the time requirement involved in the meeting the more likely they will want to meet. The ideal time to ask for is twenty to thirty minutes with an hour being the maximum.
The words sales call, sales pitch, and sales presentation are taboo when referring to the initial appointment. At this stage of the relationship, any word or group of words that give the impression that somehow connotes selling is considered negative and implies you are trying to sell them something should be avoided. Tell prospect you want to arrange a private reckoning of your products or get their comments on some new, innovative and cost effective product. Remember, the purpose of the appointment is to make and build a relationship that will be of some future or present advantage to you and the prospect.
Give them the impression that you're not going to sell them something. Let them know that you will show or give them information about something innovative and/or notable. Express your need for their input about what it is you're going to show them.