After the first meeting.
WHY THEY MATTER
Deals are usually decided across several contacts, not the first.
WHAT THE FIRST CONVERSATION ESTABLISHES
The problem, and whether there is a fit.
WHAT THE SECOND SHOULD DO
Address what they raised Show something specific to them Involve anyone else who matters
WHAT TO PREPARE
Answers to every question left open.
WHY
Returning without them signals inattention.
WHAT TO SEND BEFORE
A short note confirming what you understood, and what you will cover.
WHY
It demonstrates you listened, and it prepares them.
WHAT TO DO IN THE THIRD
Move toward a decision.
WHAT THAT MEANS
Presenting the proposal, or agreeing the process to one.
WHAT TO AVOID
Conversations that repeat Meetings with no purpose Drifting without a next step
WHY REPETITION IS DANGEROUS
Deals that stop progressing rarely restart.
WHAT TO AGREE AT THE END OF EVERY CONVERSATION
The specific next step, and the date.
WHAT TO DO IF THEY WILL NOT AGREE ONE
Treat it as information about their intent.
WHAT TO ASK THEN
Whether this is something they expect to do.
WHY DIRECTLY
It saves months.
WHAT TO SEND AFTER EVERY CONVERSATION
A short summary, same day.
