Mr. Winthrop reached out and patted his daughter's hand. "You're going to be taking over the vineyard someday, so I'm open to all these new ideas of marketing. But I share your mother's concern that we don't want to end up looking like fools."
I had to be careful how I responded to this. Sometimes, telling the client that their competitors were already maximizing social media could backfire. It made them feel behind the eight ball, and sometimes, they responded by backing away. On the other hand, knowing competitors were using social media could also help tip them to the side of this new marketing option. It told them that they wouldn't be alone and that if they didn't join in, they could be left behind.
"Coldspring's vineyard launched social media campaigns about six months ago." I mentioned the winery up the road from them. That was probably the closest competitor.
Mr. Winthrop's brow furrowed. "Really? Old man Santorini is on social media?"
I nodded. "I reviewed it, and I've tasted their wines. Yours are better, and I know your social media can be better too." I didn't know the first thing about wines, but I wasn't lying when I said that the Winthrop’s wine was better, at least to my inexperienced palate. I wondered what Max would think. He seemed to know something about wine.
"We have set up time tomorrow for more tours, and then Monday morning, we can hear your full presentation," Mr. Laszlo said.
"Yes. Let’s not talk business. Let's enjoy dinner," Lara said.
Her mother nodded but still didn't look happy. "I don't know why you're so focused on business instead of getting married and having children," she said to Lara.
Lara rolled her eyes. “My mother still thinks a woman’s place is in the kitchen.”
“I do not.” Her mother’s eyes flashed with pain. “But I know life is fuller with a family. If you put it off, life will pass you by and it will be too late.”
“You just want grandchildren.”
“I’m not going to deny that.” Mrs. Winthrop looked at her husband. “Is it too much to want grandchildren?”
“Not at all, dear.”
Lara pursed her lips at her parents. "I’m focused on learning the business and making sure it endures. I can't nurture a relationship or raise children and do what I need to do for the family business at the same time. At least, not right now."
I nodded in agreement.
"I take it you're not married either?" Mrs. Winthrop asked me.
"No. I'm focused on my business as well. I have nearly a dozen staff who rely on it to support themselves, so I need to do what I can to grow the business." I felt it was important to let them know that I wasn't a little one-woman show.
"I don't understand women these days. Why don’t they want to get married and have families?"
"We never said we didn't want that, Mother. We just don’t want it now. I'm only twenty-nine. I have time."
I hoped they didn’t ask my age. I was younger, but I didn’t want them to worry that I was too young to trust their social marketing to.
“Now ladies, let’s enjoy dinner.” Mr. Winthrop gave Lara and his wife a look. I imagined this wasn’t the first time he’d had to step in on the discussion of marriage and family.
Later that evening, I chilled in the guest house, checking emails and sending reports to staff about the meeting so far. I frequently looked at my phone for texts or messages from Max, but there were none.
The next morning, my nerves wreaked havoc on my stomach again, but by the time the day got going, it settled down. Today, the tour was longer and more in-depth, giving me insight into the process of winemaking and introducing me to many of the people involved.
In Mr. Winthrop’s library, I looked through old records and pictures depicting the vineyard’s history. I spent the rest of the evening adding what I'd learned on my tours to the presentation.
When I woke Monday morning, I should have felt good that I was going to close the deal today. But the first thing I did when I got out of bed was head to the bathroom and get sick. What the heck was wrong with me? I pressed my palm to my forehead. It didn't feel warm. Doing my best to ignore it, I took a shower and got dressed. By the time I was at the main house in the library where my presentation was scheduled to happen, my stomach had settled down.
I went through my presentation for all the same people who’d been at the dinner table Saturday night. I finished with a campaign that we could start running as soon as they signed on the dotted line. It focused on the fact that the Winthrop vineyard and winery started as a family-run business and was still a family-run business. What better way to bring joy and festivity to families during the holidays than from a family-made wine? Maybe it was a little cheesy, but holidays and families went together like peanut butter and jelly, and consumers loved the idea of supporting families, not large conglomerates.
While Mrs. Winthrop was still skeptical, she supported Lara, and then Mr. Winthrop and Lara signed on the dotted line. It was all I could do to contain my excitement. Of course, I thanked them for their business, but I didn’t jump on the table and do my happy dance like I wanted to do.
When Lara drove me back to the small county airport, she said, “My parents did research on you. They got concerned when they learned you were an influencer in high school and college. I think they were afraid that was what you were going to try and sell them. But clearly, you know your stuff."
"I'm glad I was able to convey that to them."
"I really appreciate your coming here and spending all this time with us and getting my parents on board. I’m having a case of wine sent to you in thanks."