5. Schedule a meeting. Get a confirmation to meet, either in person or to teleconference to get the information you need in order to give a solid presentation. If he's so interested that he wants to do it right then and there, that's OK. If not, at least you are there to address any concern or objects he might have.

6. If a face-to-face meeting is the most appropriate next step, use the alternate-of-choice questioning strategy. Offer him two times, "Mr. Johnson, I can pop by your office at 2:15 p.m. today to discuss this further. Or would 9:45 a.m. tomorrow better suit your schedule?"  Remember, You didn't say, "When can we meet?" When you use the alternate of choice, you take control of getting the appointment. And  here is a note: Asking for an off-hour gets you noticed. There's something about setting a meeting at an off-hour that says you're a salesperson who'll be punctual and respect your prospect's time. Try it.

7. Thank them for their time today and for the upcoming appointment. Reconfirm the date, time and location of the appointment. Ask for directions if you need them. Tell him how much preparation you'll do in order to make the best use of the time you'll share. Prosects loves people who respect their time. Give him your contact information this way: "If anything else comes to mind that I should be aware of prior to our meeting, please contact me at (212) 555-1212."

8. Follow up. If your meeting is more than a few days in the future, send a letter of confirmation immediately. If the meeting is tomorrow, send an e-mail confirmation. Keep it short and upbeat. Doing this also reminds him of the meeting. Besides, it does shows that you are sincere in working with him.