We're Not on the Same Page

A prospect emailed me back recently after reviewing a tailored summary and proposal I sent him. The message was short.

"We're not on the same page. We need to talk tomorrow."

You see, we met earlier in the week and while I had some ideas about how I might help him, it wasn't exactly clear to me what he wanted me to do. And, I'm pretty sure he thought I could help him, I'm also pretty sure it wasn't clear to him how he thought I might help.

Does this ever happen to you? What do you do about it?

You can keep hammering away with questions hoping to get a clear understanding. But if it's taking more than a few times asking the same thing in different ways, you are probably not getting anywhere but on the prospect's bad side...annoying him like your neighbor's ankle-nipping, high-pitched yapping dog.

Or maybe you just rush out of the room smiling when you think it's safe to escape, saying thank you, and send some very general mailing material with a quick note about how you hope you can do business and then spend countless hours, days, or even months following up.

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