I Missed Out on a Huge Deal. Here's Why.
Sales & Hustle · 2 min read
I once met a potential client at a networking event, the kind of person who had "I've been looking for someone like you to solve my problem" written all over them. We talked for nearly an hour. He was impressed by how well I understood his problem, how I explained it back to him and the details I picked up that he hadn't considered.
We exchanged contact details and went off to work the room.
My secret weapon at events
My trick at these events has always been simple. During the question time, ask one deep, relevant question, framed so it is clear you truly understand the subject. It does two things: it makes you memorable, and it positions you as someone serious.
After the event, I planned my entire week around this deal. Monday: call him. Tuesday: send the invoice. Wednesday: start implementation. Thursday: delegate. Friday: celebrate.
Then I dialled the number
The plan was flawless until I dialled his number. Nothing. A robotic voice told me the number did not exist. I had only his first name. No email, no company name, no LinkedIn.
Fuelled by rage and desperation, I grabbed my lead list and called every number I had. For three hours I was on the phone. In the middle of the frenzy I kept getting call-waiting beeps, and I ignored every one of them, focused on saving my Monday.
A year later, at another event, I bumped into Mr Client. He casually said: "I actually called you on Monday morning. Several times. Your line was busy, so I figured you weren't interested."
All those missed calls were him.
The lesson: pause before you chase
I lost the deal because I was too busy chasing new leads to notice the one already calling me. Two practical lessons came out of it. First, get full details at every event: name, company, email and the best number. Second, and more important, when things don't go to plan, don't just react. Pause.
Sometimes, in our rush to fix things, we miss the solution that is already ringing.