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.