You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week. Then, two days before the next scheduled call, they send you an email letting you know that they’re cancelling. Their note is short and sweet and goes something like: “My priorities have changed. I’ll contact you if I see a need to speak again.” Your heart sinks. They’ve blown you off. It’s even worse if you don’t hear anything and they don’t show for the call or respond to your message when you tell them you’re waiting. So,
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