The Follow-up Call

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The Follow-up Call

Two business days pass, and I place a call to my primary contact.

We have not spoken before, but chances are good that on receipt of the email he has chatted with my original contact, and so is anticipating the call. They might have chatted as they slid trays along the cafeteria rails.

I figure I have five minutes (there's that $100/hour again!) to make my second sale – a promise to engage in dialogue over the next few weeks.

If the client is in Toronto or Mississauga, I want to engineer a meeting, probably a 30-minute or 60-minute chat in a boardroom, possibly with a laptop presentation or demonstration.

Ideally I can spark interest in a single tool such as the Interesting Words Engine, demonstrate one of the front ends (such as Indexer), and then sit back and use their questions to steer the conversation.

We are well past the prospecting stage. We are, at last, sitting their with our feet on the floor.

Way past the foot-in-the-door!

First Day's Experience

Toronto and Mississauga, Sunday, December 05, 2010 9:12 PM