How to Schedule Next Steps After Cold Calls

Here's a remarkably simple technique to move your deals faster. Most reps will be afraid to try it: 1. The Technique: At the end of your 1st discovery call, instead of offering times for next week....offer slots for the SAME DAY. “This might sound crazy, but for our demo I have an opening at 2:30 or 3:30 later today. Would this afternoon be too soon?” --- 2. The Rationale: If your prospect is SERIOUS about solving their problem...why wouldn't they want to meet sooner rather than later? But even if they can't meet same day (most are too booked up), by suggesting same day time slots, you anchor them to meeting sooner rather than later. Expect to hear responses like: “Well, I can’t do today, but I could do Wed or Thurs.” --- 3. The Magic: By getting next steps on the books for 2-3 days out, you compress the deal cycle AND create significant deal momentum. No prospect is waiting 5 days to talk to their colleague to solve a meaningful enough problem -- they're hopping on a quick huddle right after talking to you and jamming for 8 minutes live. --- 4. But Nick....isn't this pushy??? Depend on your beliefs about next steps. IMO, a next step is something you AND the prospect mutually agree is in their best interest to help them solve their problem. If they *want* a next step and it's in your mutual best interest, it's not pushy to offer time slots as soon as you're reasonably available. Plus...if they really need a week between next steps, you can always just accommodate that. But why not at least ask? 

Scripting for creating next steps is your intentional way of guiding the recruit toward clarity and commitment. It’s not pushy.  It’s planned.  Here's how it works: Affirm and Create Alignment: “This has been a great conversation. I can see we’re aligned in a lot of areas.” Restate What You Heard “You mentioned that leadership and support are really important to you.” Introduce the Next Step Clearly “Would it make sense to schedule a deeper conversation where I walk you through how we’re different in those areas?” Get Agreement “What does your schedule look like next week for 30 minutes?” Clarify the Goal of the Next Step “That call would be all about showing you what it would feel like to be here, no pressure.” I often say that a key in recruiting is sequencing.  Always having a clear plan for the next move, avoiding vague or passive closes like, “Let me know if you're ever interested.” That kills momentum. Scripting these steps in advance increases conversions. Why??? …..Because it removes confusion and creates momentum. Here’s why: Clarity creates confidence People move forward when they know what’s next. Leaders lead When you guide, you’re seen as trustworthy and credible. Reduces friction No awkward pauses or uncertainty and creates a smooth transition. Avoids open loops Unclear endings lead to ghosting. Clear steps keep conversations alive. Builds expectation When you set the next step, you create a reason for follow-up. When you own the path, more people follow it.

I know, I know. Sell the next step. Book a meeting from a meeting. But it just doesn't go that way sometimes — even though the prospect is a solid fit, and right inside your ICP, they're lukewarm and won't commit to a time. Some would say "cut 'em loose" right then. Maybe so. But here's what I've been doing first that's working pretty well: 1/ Just call it out. "Sounds like this is interesting, but not a 'this week' kinda thing." 2/ Offer a 3rd option. "If you're like me, stuff only happens if it's on your calendar. How about this?" 3/ Send a follow-up invite. "I'll send you an invite, with an exec summary in the body. Use the time for an 'async' meeting. Then, use the calendar link to book a new time after. If I don't hear back, I'll assume it's not a focus for you. You up for it?" - If no: well, that's your answer. Bless and release. - If yes: duplicate the invite while asking, "what date should I set it for?" ^that date tells you just how (not) urgent something is, and when's best to drop them a line on next steps after.