One of the main frustrations in new business life is the opportunities that appear so alive with potential but then fall by the wayside through no fault of your own.
From a meeting that gets cancelled due to changes internally due to the worst case scenario, turning up for a meeting and receiving the blank look as if to say – who are you?
This is where it is so important to maintain the dialogue, even via email, within the period of appointing and actually attending. Given diaries are ever changing, for all concerned, ensuring that the confirmation goes out on the day of arranging the meeting is essential as it is still front of mind. Leave it a few days and it could get lost in the ether. And even more important, if you have the facility, send an additional meeting invite out to follow the confirmation. This will place it in everyone’s diary and it is then cemented.
Adding value though is important from the outset so why not outline an agenda for the meeting based on the initial discussions – this gives cause to focus for both parties and emphasises further the understanding and potential synergy between the two parties. It also re-iterates the point that you listened and have expressed sincere interest in helping beyond the initial meeting.
You now have a fine balancing act – if the period in question between setting the meeting and actually meeting is longer than a few weeks keep an eye out for any news or event that re-iterates the agency’s pedigree that keeps the prospect engaged with you – however loosely.
The above may sound like common sense but all parties to the agreement are notoriously tenuous when it comes to having ongoing structure in place so they are all important steps. By keeping in touch you may also garner a further referral or even an additional opportunity that may not have been the case had you just confirmed without these procedures.
Thanks, as always, for reading.
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