Redefine the need by asking broader questions. What you hear is broader than what they defined, which refocuses the discussion to the newest definition. Some allies need to know all the details right away, and some allies need seeds planted. Pushing the issue will seem like desperation, cutting into credibility. Veteran speakers have an innate sense of timing, especially those good in marketing.
Opportunities can be like windows.
So many speakers crowd around them, very few open the window and get in. Move around the process by building your own windows of opportunity. Ideas are from Springboard Marketing, Vickie's newest system to build the business of speaking. More importantly, most annual meetings don't repeat keynoters for 3 to 5 years. If you're talking to a decision maker, these answers can create a brainstorming session that will lead to more speaking.