Does this sound familiar?
Out of the blue I just received an email from a ‘marquis’ prospect inviting us to provide pricing for a one day training event. The will be in October at their national sales meeting. Our response is required within the next week.
Here is where it gets interesting, so let me provide a little background for you.
We began our initial conversation last July at a trade show here in San Francisco. Since then we have developed very deep relationships at all levels within their sales organization that understand how our experience and model can benefit them.
However with the internal support of these relationships we were able to schedule an appointment with their key decision maker, let’s call her Pam. I think Pam agreed to our appointment out of courtesy to her peers, plus maybe a little bit out of curiosity. Hey, some of her peers have more of my business cards than I do!
The meeting began with the typical introductory and transitioned to a rich conversation that reveled more about her requirements and expectations. The 45 minutes that was scheduled extended into an hour and a half conversation.
At the end of our meeting while driving to the airport my business associate and I felt that we had connected with Pam and her team, we understand her industry and have a clear understanding of her needs, but we both agreed that the ‘timing’ was simply not in our favor.
Moreover Pam was happy with her current training source and had renewed their two year contract effective January of this year. My thoughts were for them to remain in our pipeline and with my new information I am now better equipped to create a strategic follow up process.
So that is the background. In reading Pam’s email, we may or may not have a long awaited opportunity. With the above facts, let’s look at a few potential responses. How would you react?
What do you think about when a similar situation occurs? Feel free to hit reply. We would like to hear what you have to say.
(You can view the video to see which option provided the best solution.)
Own your success!