Ah, Nothing Like Sales Pitch Rejection
Thoughts On A Recent Sales Pitch Rejection. Me = Pissed Off. But, Twas A Learning Opportunity
The odds good are that your advertising or marketing agency or consultancy will often be rejected. A decent reason: the prospect is looking at more than one option and your batting average, even a good one, might only be 300% (note, a career-high like that would get you into the Baseball Hall of Fame). You mitigate the art of rejection by pitching the right prospects and the great fact that you are an expert in what the client is looking for. Ok, that said, you will still get rejected if you have an active business development program.
But, what you don’t want is a useless rejection that does not help you improve. Here is one example. And, tell me if I am too thin-skinned.
Note: 100% of my leads come as inbound inquiries. That means that the prospect probably heard about me from WOM or read about me (and read my insights) and made the decision to make contact.
This happened a couple of weeks ago with a New York agency. We scheduled a call, I gave them my pitch, discussed their needs in detail and they asked for a proposal. I sent it a day later and then kinda got a bit ghosted, as in they did not respond in a timely manner – here is a definition of ghosting:
Ghosting is a relatively new colloquial dating term that refers to abruptly cutting off contact with someone without giving that person any warning or explanation for doing so. Even when the person being ghosted reaches out to re-initiate contact or gain closure, they’re met with silence. (Source: Verywell Mind.)
Look, I know that people need to take their time. So, I do not get crazed if I do not get a yes or no quickly.
Follow Up Scenario
To keep the ball rolling, I did my 4-day post-proposal email follow-up and after a couple of more days got a reply from the CEO who told me that they had selected another consultancy because I did not share the agency’s “vision and values.” Now, I usually go, “well, OK.”
But the statement that I did not share VALUES kinda pissed me off. I mean, WTF does that personal to me message mean? What values did we talk about? I then sent this email: [Read more…] about Sales Pitch Rejection