One and Done?

By Mike Philie
In May 19, 2009

Great work! You did the research, made the calls, got the appointment and made your pitch. They look up once you finish talking and kindly respond "we'll keep you in mind." What the heck does that mean?! 

It probably means that either:

  • They don't have a need, 
  • They don't have a need that they think you can handle, 
  • You have underwhelmed them with your presentation or, 
  • You didn't uncover anything that's worth meeting a second time for to discuss. 
Now, maybe they really will keep you in mind. OK, good luck with that. The goal of that first meeting is to interview the prospect and determine how well they would/could fit into your account mix and if they do fit to set up a time to meet again. Give them a compelling reason to see you again and they will be hard pressed to say no. Give them no reason and you're looking at a one and done.
Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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