01
There is a relevant problem.
The prospect does not need to describe the problem perfectly. They do need to recognise that the issue is real enough to consider. Without that acknowledgement, another conversation is likely to repeat the first one.
The point is not to force agreement. It is to establish whether the subject belongs in the prospect’s priorities at all.
02
There is a reason to continue now.
Timing matters. A genuine issue can still be a poor reason to schedule a meeting if the prospect has no current ability or intention to address it. A useful next step has a clear purpose and a plausible time frame.
That may mean involving another person, examining a specific situation, or deciding between real options. It should be more than a vague promise to reconnect.
03
The next step can be named.
Before a meeting is booked, both sides should be able to say what it is for. A named purpose gives the conversation a boundary and makes it easier to judge whether it was worthwhile.
If the purpose cannot be stated plainly, the record may need more clarity before it moves forward.