What’s going on?
My first thoughts are that new contacts (“leads” or “prospects”) have not or do not see the value in meeting with me.
And why should they?
They don’t know me from Adam; I might be just another pushy salesman trying to muscle into their company.
And they’d be right, mostly. I can see their point of view.
I mentioned Andie Lewandowski‘s post “Define Your Audience and Clarify Your Message”.
So I took 30 minutes off this morning and did just that.