In an effort to accelerate sales performance, many companies push their prospects too far, too fast. I've likened this to asking prospects to sleep with you on the first date, which doesn't usually work. Instead, you need to take your time, offer something of value, earn their trust and respect and attention.
Think of the awful cold calls you've received, perhaps recently. Did someone you don't know from Adam ask for a 30-minute meeting? Did an appointment setter ask for an hour of your time at an upcoming trade show?
If I'm the prospect, I'm left not only unable to translate the context of the request, but wondering what's in it for me. Your prospects are incredibly selfish, and rightfully so. If you can't offer something of immediate value, then you haven't done enough to earn their attention and time.
Rather than ask for a meeting, offer an assessment or audit. In exchange for some of their time, offer to ask questions that help you translate something of value to the prospect (with nothing asked in return). Or make an offer to the prospect vs. a request. Think about your voicemail scripts and general sales approach today. Are you asking something of the prospect, or offering something of value?
Too often, our inquiries to new prospects as sellers is a "help me" request. If you can turn that into a "help you", I bet you'll get far better response and interest.