Never Accept Beyond The Horizon

During February, one of my cold-callers ecstatically informed me of a new first meeting they’d nailed into the diary.  When I enquired as to the date, it turned out to be for 2 June.  My excitement and attention quickly diverted elsewhere.  I then realised that I must explain myself to the now rather forlorn figure in front of me.

March-April-May.  A full 3 months separated us from the meeting date.  I pointed out that there was as much chance of walking on the moon as this meeting going ahead.  In my (sometimes bitter!) experience, when you arrange a meeting with a prospect for the first time, there is a specific window open for such new forum.

Most people will have fullish diaries for the next ten days or so.  Gaining a meeting date with a stranger for around a fortnight hence can be an acceptable norm.  Anything beyond that though, and wierd things creep into the way.  I had to assure them to trust me, but meetings booked in for way off in the future always get canned.  Always.

I suggested a remedy.  Simply call the guy back up, and be honest.  Explain that the meeting was doomed and could we perhaps bring the date forward.  I could tell this wasn’t a manoeuvre that appealled to my cold-caller.  A week or so later, contact was re-made, the new conversation had.  The response wowed my guy.  After the initial explanation, the prospect agreed straight away and started to empathise.  A new date, much closer to ‘now’, was dutifully confirmed.

Subscribe to Salespodder

Don’t asdsad miss out on the latest issues. Sign up now to get access to the library of members-only issues.