Don’t blow it!

Last week I received an email from someone who was interested in having me speak at an upcoming sales conference. I reached out via email to set up a day and time to discuss exactly what he was looking for and see if I was the right person for his event. Twenty-four hours later he had not responded, so I picked up the phone and called him.

“Is this a good time to talk?” I asked.

“Um, I’m heading into a meeting. Can I call you this afternoon?” I told him that I wasn’t available later in the day and suggested we connect the following day.

He replied, “Actually, my meeting looks like it might delayed a bit, so let’s do it now.”

My instincts screamed out “You don’t have enough time and you don’t have his complete attention! Reschedule!” Unfortunately, I ignored my instincts (never a good idea) and quickly asked a few discovery questions to gain some insight into what he was looking for.