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The next time you receive an inquiry from a prospect, think about how your response will be perceived. Do you come across as self-centered and all-knowing? Or do you come across as sensitive, caring and genuinely interested in the welfare of the prospect?
I know how important this issue is because of a recent experience in my own business.
I am in the planning stages for the launch of a Kickstarter campaign to secure funding for my proposed PBS program, Trade-Up, with Dan Solin. This is a big undertaking. In part, it requires interviewing and retaining web designers, a PR firm and a video production company.
There’s no shortage of competent firms. And throughout this process, I’ve found it fascinating to observe how they go about persuading me to give them my business.
My recent experience
I am going to recount a recent experience with a video production firm because it’s particularly instructive and typical.
I sent the firm an inquiry that briefly described the video work I needed. I sent the company some links with extensive information about Trade-Up, together with my background, what I am trying to achieve and why I am engaged in this effort.
Here’s the response I received:
I would potentially be interested, dependent on your project timeline and other factors (my schedule is a bit crazy leading up to the New Year). What specifically are you looking to have done? Are you planning to start from scratch? If you can give me a bit more detail on what you are hoping to achieve, I could provide a cost estimate and also determine if I would be able to fit it in my schedule. Do you have a particular budget in mind?
I wonder what this person intended to convey. Here’s how I interpreted his message:
I am very busy and important. Although you sent me enough information to give me a good idea of what you want to achieve, I am too busy or important to review it. I might be able to “fit in in my schedule” if you have enough money to make it worthwhile.
I didn’t pursue a relationship with this firm.
What if he had responded as follows?
Thanks so much for reaching out to me. When I reviewed your materials, they resonated with me because of my personal experience investing my own money. Can we set up a time to talk? I would like to learn more about what you are trying to achieve and whether I can help you with your mission.
I certainly would have agreed to speak with him.
