--- title: How to Get Better Results from Your Outreach | The Sales Blog description: Every time you reach out to a customer to ask for time, you are making a couple of decisions. The first decision you are making is around the medium you choose. If you are asking for a meeting, there are different choices available to you, and a greater or lesser likelihood of achieving the outcome […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_613835639.jpg --- ### [Now booking SKO meetings for 2026/27! 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The first decision you are making is around the medium you choose. If you are asking for a meeting, there are different choices available to you, and a greater or lesser likelihood of achieving the outcome you want, in this case, a meeting. If you choose [email as the medium](http://thesalesblog.com/2017/12/11/if-you-asked-over-email-you-did-not-ask/), you are choosing a medium that isn’t particularly good for acquiring meetings. Email is something that is easy to ignore, and because you aren’t present, there is no way for you to resolve your dream client’s concerns about giving you their time. Sometimes they politely reject your request, and other times (maybe most of the time), they just delete the email and move on with their work. The phone still reigns supreme as the best medium, not least of all because almost anyone you would want to reach is never more than 36 inches away from their phone (it turns out that any distance further than 36 inches away causes headaches, sweating, difficulty in breathing, and in some cases, violent convulsions). A phone call allows for conversation, a synchronous communication and not asynchronous, like email, where there is a long pause between exchanges. If your prospective client has concerns, you are there to address them, massively increasing your odds of securing a meeting, [if you’ve got the chops](http://thesalesblog.com/2017/05/20/get-chops-episode-122/). The second decision is what you are offering of value in trade for your dream client’s time. If you want greater success, you have trade something where your dream client benefits even if they never buy from you. The [Trading Value](http://thesalesblog.com/2017/09/25/the-importance-of-trading-value-episode-202/) rule is critical (read more here in [The Lost Art of Closing](http://amzn.to/2hXXgCx)). If your client doesn’t recognize the value in meeting with you, you make it easy for them to reject your request and do something else with their time. If you can trade insights, ideas, new thinking, or interesting experiences from which they can benefit, there is value outside of deciding to buy from you. When you pitch the great privilege of listening to you talk about you, your company, your locations, and your solutions, you repel people from you like a skunk at the garden party. If you want to make prospecting easier, get better at it. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2018](https://www.thesalesblog.com/blog/tag/2018) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on November 28, 2018 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-06-15T6:13:08 PM", "datePublished" : "2018-11-28 21:00:05", "description" : "Every time you reach out to a customer to ask for time, you are making a couple of decisions. The first decision you are making is around the medium you choose. 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