Let’s say you host a seminar. At the event, you meet a nice couple named Mr. and Mrs. Oldebucks. After your presentation, you spend a few minutes talking with them and answering their questions.
When you get back to the office, you look at the seminar report card they filled out for you. On it, they specifically requested an appointment.
Terrific, right? So, the next day, your assistant calls to set up an appointment. No answer. You try again the next day, same thing. Finally, on the third attempt, you reach Mrs. Oldebucks. She tells you about the birth of their newest grandson – three weeks earlier than expected – and says that she and Mr. Oldebucks will be out of state for a while to help out. She asks that you call back in three months.
On the one hand, it’s disappointing you didn’t get that immediate appointment. On the other, at least you have a new green cherry – a lead who is interested but cannot act until a later date.
So, you make a note in your database and, as promised, call back in three months. This time, Mr. Oldebucks answers. He apologizes but says it’s just not a good time to meet right now and they’ve decided to stick with their current advisor.