Selling Skills

3 ways to replace the losing “I’ll call you Thursday at 4p” approach

I’ve always been uncomfortable with the presumptuous  “I’ll call you Thursday at 4”. Though I am an absolute advocate of controlling the next step in the sale, it is too aggressive to state unequivocally when you’ll do what. Today’s buyer doesn’t want to be pushed into anything; she wants to collaborate on the best options to bring the greatest amount of success into her world.

When the seller is the initiator of this next step, it’s smarter and kinder to collaborate with the buyer, while ensuring a next step will occur.
Be more tentative: 
I’ll plan to phone you Thursday
Be more customer-centric:
to discuss a few ideas that might provide a unique, exciting twist to your event.
Be more open:
If another day is more convenient, I’ll follow-up as you suggest.
“I’ll plan to phone you Thursday to discuss a few ideas that might provide a unique, exciting twist to your event.  If another day is more convenient, I’ll follow-up as you suggest.”
Now you have the right to phone and have controlled the next step but you haven’t come across as old-school annoying and pushy. Giving them a reason to want to talk to you always helps, too.
Here are some other options – some good and some aren’t. Which do you prefer?
May I phone you Friday to learn more about your upcoming event?
Is Friday afternoon convenient for you to talk about your upcoming event? I’ll plan to phone then and if another day is better for you, I’ll follow up as you suggest.
Are you available next Friday afternoon to talk about your upcoming event? 

By the way, sending an outlook calendar request is definitely off the charts bad for a seller initiated call. If the buyer asks you to call, you get to be as proactive as you’d like.

(Answer: The middle choice will  get best results.)