There exists a natural principle to remain consistent to how we see ourselves and to commitments that we have made. Science has proven that the more public the commitment, the higher the probability that we will keep the commitment. Promises that we silently make to ourselves are not nearly as powerful as those in which we write down. Those commitments we write down are not as powerful as those we verbally make to others . . . the more public the commitment, the higher the probability that we will follow through.
When we are asked to predict whether we will engage in a socially desirable behavior, such as scheduling a specific time to talk, we feel compelled to say yes. Once the question is framed in a manner that the responsible thing to say is “yes”, and then gaining the public, verbal commitment is essential . . . “would you please call if you have to cancel”?
The key to success is that your initial inquiry is voluntary action from the one you are asking. The second element is that you gain verbal commitment. To further cement the commitment, you can ask them to briefly describe “why” they think scheduling the call is important?
Studies have demonstrated a 25% improvement in commitments when using this technique. Would it work on someone like you? I don’t know . . . “would you invest 3 minutes of learning to improve your close rate? Why?