Acknowledge where she is in her process. Show you understand procurement timelines and aren't trying to skip steps.
Interest Signals
+
Peer org case studies
+
SOC 2 / compliance readiness
+
Structured evaluation criteria
Hesitation Signals
!
Procurement timeline
!
Vendor comparison still in progress
Phrases They Actually Use
"still in evaluation mode"
"procurement process requires"
"I'll reach out when we're closer"
Never Do This
Urgency tactics
Asking for a decision before she's ready
Skipping compliance details
Writing Style Guide
Methodical and thorough. Reference her specific process stage. Include one compliance or credibility detail. Never push for a decision — offer to make the next step easier.