The brain bone not connected to the phone bone...

TW, it sounds like your prospect wasn't properly qualifed to start with. Next, you didn't really engage the person you talked to...nor did you qualify her as to her role in the company or her ability to comprehend and pass along your information. You just went right in assuming the wife of Brian would be equivalent to talking with Brian. Not necessarily so!

About engaging the prospect: you need to get THEM talking to/with YOU instead of you doing all the talking. Probe a bit and ask them about their business, her role in the business, ask her if the business is having any fulfillment or other problems. Get them talking to you!

You're too anxious to tell all you know without making sure that your co-communicator wasn't left at the starting gate wondering what you're trying to do..or what it means to them. Slow down. Take time to show INTEREST IN THEM. Be friendly, engage in a minimal amount of small talk. Do some research on the prospect before you go to their business. Find out what interests them, why they're in the business, what community projects they support...anything that will give you a foothold, a common thread to establish rapport.

Hope this is some help.

Sandi Bowman