Once you find a prospect who is interested, try to find out if they can be a serious customer. Many people are too difficult to work with, don't have the money to afford your product or service, or have a problem you aren't equipped to handle.
Quickly discover if the prospect falls into one of these categories, then politely end the conversation before scheduling a meeting.
Rather than a "sales meeting," call your first eye-to-eye an analysis, consultation, needs assessment, briefing, or diagnosis.
Position your first meeting as an opportunity for the prospect to get valuable information that will immediately help to improve their situation.
Don't be afraid to charge for the first meeting. Fifteen years ago most prospects expected the first meeting to be free, but more than half now expect to pay for the help they get.
