You did everything right. You’ve established a connection with a "Blue Chip" prospect. You took control, started with WHY, worked from BIG-to-small, determined alignment and fit, provided pricing guidance, uncovered the urgency, quantified the cost of inaction, involved key stakeholders, and led them through a thought-provoking discovery process that helped them better understand their problem. You aligned their team to your solution, presented a custom proposal, and secured a closed-loop (day and time on the calendar) for a final decision.
But then… Gut punch.
They say, "We like your solution, but we're not quite ready to kick off. Something unexpected came up.
How about we reconnect next month?"
Frustrating? Yes.
Hopeless? Absolutely not. Here’s what to do next:
Understand the “Unexpected”
Your first task is to dig deeper. What’s the actual nature of this unexpected development? Find out:
What is it? Is it a new internal priority, a budget freeze, or something else?
Who owns it? Which department or stakeholder is responsible for managing it?
Timeline: When will it begin and end?
Why now? Why has this issue suddenly become the top priority?
Once you have the details, re-establish where your business opportunity fits. Is it still a priority, or has it shifted to a future consideration?
Set a “Goldilocks” Closed Loop
Based on what you’ve uncovered, suggest a reconnection date that’s neither too soon nor too far out—like Goldilocks, you want it just right.
When in doubt, err on the side of being slightly early. It’s easier to push a meeting back than to struggle to re-ignite a cooled opportunity.
Continue Creating Value in the Meantime
Don’t go silent. Keep building value during the waiting period. Some ideas:
Share timely and relevant articles or resources tailored to their industry or the problem they are facing.
If you’re local, find opportunities to meet in person over meals or at events to keep the relationship warm.
Conclusion:
If you’re like many companies this year, you’ve probably faced your share of “kick the can” moments. While frustrating, these don’t have to mean lost deals. By taking the tactical steps outlined here, you can keep opportunities close and move them forward when the timing is right.
Go Deeper
Carver Peterson helps growth-minded leaders and organizations achieve predictable and sustainable revenue growth through a refined strategy, defined process and aligned structure.
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