It was all going so well. In fact, as it turned out, it was going too well… All I needed was to agree dates with the client for a series of workshops worth a lot of money. That should be the easy part, right? Wrong!I delegated the job of agreeing dates to my chief organiser, Lisa. Lisa diligently chased her opposite number at the potential client’s organization, but emails, messages and phone calls were just not returned. So, I took the task back and went straight to my contact. I got the silent treatment as well. It’s at this point that you tend to think that the worst has happened – that the client has decided to not proceed, even though they were so keen just a few weeks ago. But most of the time, it isn’t that the worst has happened. In fact, there are a host of reasons why your clients may not return your calls. Here’s why you shouldn’t worry – the top reasons why your client isn’t returning calls:
- The work is now no longer an organisational priority; but this could change.
- Your contact is either on holiday or signed off sick.
- Your potential client has a temporary or permanent cash flow problem.
- You’ve mucked up and annoyed the potential client.
- Your contact is overwhelmed with work and/or meetings.
- Your contact is an e-mail person rather than a phone call person.
- Your diaries are not matching.
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