Enthusiastic prospects = clients?

Have you ever had a meeting with a prospect that went so well and during which everyone was so excited about the project — yourself included — that there was absolutely no question in your mind that you would get it and it would be great and they would love everything….?

And then you don’t. In fact, sometimes you never even hear back from them? Has that ever happened to you?

If so, for an article I’m working on, I’m looking for stories like this and, especially, what you’ve learned about how to handle this type of situation so you don’t torture yourself and, more importantly, waste time on tire-kickers, excited or not!

Tell me your stories in the comments!

2 thoughts on “Enthusiastic prospects = clients?

  1. Rob Biesenbach

    I am an independent communications/PR practitioner, but I am also an actor. The acting experience has helped my “main business” in countless ways, including learning not to take rejection personally. As an actor I typically am told “no” 10 or 15 times for every “yes.” What we’re taught is that you can never fully predict what they’re looking for. Sometimes they don’t even know what they’re looking for — until they see it. And their decision usually has nothing to do with your talent or your worth. It could come down to silly things — like you remind them of their ex or you’re too tall to match up well with the other lead they picked.

    So you learn to go in to the audition, do your very best work, then completely put it out of your mind and move on to the next one. All actors have had auditions that go extraordinarily well — you have great chemistry with the client, you give them your best performance, everyone’s smiling and happy and laughing — then you end up not getting the job. In other cases, you feel you’ve completely blown it but they choose you anyway. Obsessing over the rhyme or reason is fruitless.

    Lessons for pitching business:
    1) Understand that all you can control is your own preparation for and “performance” in the pitch;
    2) Realize you are likely up against other very talented people who may be equally if not more deserving of the work;
    3) The client’s ultimate decision has nothing to do with you personally — it may even have nothing to do with what you would consider logical reasoning;
    4) It is in some cases a numbers game: the more you get out there and pitch, the better your odds of success — partly because you’ll get better at it and partly because the odds will be with you;
    5) After the pitch and the appropriate follow-ups, put it out of your mind. Don’t start counting (or spending) the money. Move on to your next thing.

    I hope that helps and is not too off topic!

  2. Noel

    It has happened to me since I have memory- Everybody seem to be excited about the possibilities but there’s no further dating.

    With the time, I’ve learn it has something to do with the fact that what causes the love is attached or comeswith your own vision, the way you project your ideas, etc. That (if good told) seem like the winning choice for everybody in the room, but because those aren’t their ideas (or attitudes) after all, they might not be easy to follow-up later on.

    Guess is something similar to what happens when you are falling sleep and start thinking awesome solutions for problems, but then you are awake again, and those solutions now are clueless, seem so vague and distant that you just can’t recall the point they made before; maybe something similar happens to our prospects when we leave the room.

    I’m eager to read your article, please let me know if it’s going to be out soon!
    Cheers!

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