Tune in on telephone conversation.
Before you take the phone, think again, to whom and for what purpose you are calling. Repeat the text of your speech. Tune in to business-like tone, but don't forget about friendly intonations.
Say Hello and introduce yourself.
When you first communicate with a specific person, then after the phrase "Good day" ask his name: "I talk to Ivan Ivanovich?", then introduce yourself and briefly explain how you got his phone number. For example, you could give your mutual friend, or you found his number in the ad.
Define the time boundaries of communication.
"Can you give me 3 minutes?" - if you agreed, continue. If you have been given to understand that now is not the time for conversation, ask what time would be convenient to call back, give thanks and say goodbye.
In fact, at this point, you got the first "Yes", i.e., consent to communicate with you now or at another time.
Get a second "Yes."
For example, you know the sphere of human activity, perhaps you know his position or his interest for anything. That's enough to ask a clarifying question: "do You do wholesale sales...?". Of course you will get the answer "Yes," and this is your second victory. The answer secure the the phrase "Great!" or "Great!", i.e. confirm that you are in conversation with those with whom you need.
Briefly explain what you company or in which direction you are working.
At this stage it is important to be creative and successfully make a phrase in such a way that it could interest the interlocutor. Start with the words, "And we just offer..." or "Our company is...". The rest of the sentence depends on your activity. Explain what you can be useful: to get additional profit, to save money on something, teach something, etc. a well-written phrase will help you to get the third Yes.
Offer to meet.
"Let us meet with you to discuss...". Mark the time boundaries of the meeting: "Our meeting in 30 minutes". Don't ask the question "can We meet to discuss...?". In the first version you will soon receive a consent to a meeting.
Set a meeting time.
"Meet me tomorrow at 11 or tomorrow at 12?" - so teaches the majority of psychology textbooks. Forget about the technology "no-Choice" - she is already so well-known, causing mistrust can spoil the impression from the previous conversation.
Encourage cooperation: "I would be comfortable tomorrow at 11 or Thursday after lunch, and when you more convenient?". Feel the difference? You may be offered another option. Agree, but first show your business status: "just a second, I'll look in the diary, but in this time I can."
Assign a meeting place.
"You prefer to come to our office? We are located at..." - clearly indicate the meeting place. It can be an office, cafe or Park. At the end again show the status of the business person: "so I write, on Thursday, at 13.30, Ivan...", say the purpose and place of the meeting. If your meeting will be more than two days, ask permission to make a test call the night before.
Secure success.
In parting, I will ask them to come to a meeting on time, because you are going to hire a specialist who can help sort out some issues. This course in psychology is called "Trap". Thus, you require a person to treat the meeting seriously and in addition impose on him the responsibility for the allocated time of another person.
Note another point, if your meeting as agreed will be held soon, the warning about the arrival of specialist do during a test call: "We are so fortunate, our meeting agreed to come...", "He will tell us...".
In fact, "Trap" is not a prerequisite in the process of conversation, you will feel, whether it is a necessity.