just had a conversation with a client this morning who’s getting lots of “let’s talk in next year” replies.
For you, replace “nexy year” with next month, next quarter, etc…
whatever the reason is: life, holidays, new budgets. no one wants to push when it doesn’t feel right.
but here’s the thing
those “not now” responses aren’t “no”
they’re often “I need more”:
• more context
• more clarity
• more connection
knowing where your prospect is in their decision process is key:
• are they deciding whether this is important enough to solve?
• are they choosing between you or someone else?
• are they ready to say yes but unsure how to start?
Once you understand where they stand, you meet them there.
• if they’re exploring, offer insights or a soft next step
• if they’re deciding, help clarify why you’re the best choice or focus on building a real relationship
• if they’re ready, simplify the start, even if it’s pre-onboarding before the month/quarter/year ends.
your goal?
eliminate ambiguity
stop chasing “maybes”
create clear paths to yes.
remember:
the best decisions feel collaborative, not forced.
where are your prospects at right now? and how are you helping them take the next step?