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Sales: When pursuing a prospect, do you ever send a "cold" calendar invite?
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2 Answers
Great question Craig!
I have had my teams use that tactic and it's worked very well for them. They've edited the invite to include wording apologizing for being so bold, but expressing a desire to speak with the prospect for only 10 - 15 minutes of their time. There are those prospects who get offended by a BDR trying to get time on their calendar this way, but more than likely they're the same prospects who would hang up on them. The way I see it, if you're not aware of what's on your calendar and you wind up taking a call with a BDR that you weren't expecting, don't get mad at the BDR. Either you make your schedule or you wind up letting others make it for you. If you're the latter, more power to the BDR's out there.
It's just another arrow in the quiver of a BDR, though. It shouldn't be the only method of nailing down time on someone's calendar, but it does work.
Good question. I prefer a more personal approach to sales. I would only send a cold invitation if making a general presentation. I would never presume to set up an appointment. You might just cheese off a prospect. "Foot in the door" isn't my preferred method.
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