What to do when they’re “on the fence”

Ever been frustrated by prospects who sit over there on the fence…

They need you…

They know they need you…

You know they need you…

They used to drive me nuts. I’d get an, “Ok, let me think about it…”

From there, the options are “bad” or “worse”…

You could use some scripted line like, “Hey, you know we’ll both get busy, so let’s set a time to talk about this next week.” In the hopes of nailing down a decision date…

You could call and check-in once a week…

You could just forget about them all together…

Like the options so far?

Me either.

The problem with all of these responses is that YOU LOSE (most of the time)…

You get forced into a weak and undesirable position. You’re now chasing.

The problem with all of these responses to a prospect perched on a fence is that they rely on YOU applying pressure to get the deal moved forward.

Bad idea. It breeds bad clients.

Better to build a process that applies the pressure for you, automatically…

A process that sends far more new prospects into your world, than you need.

Key principle: create more demand for you, than there is supply of you.

Let the process apply the pressure, while you’re moving on to the next prospect (there’s always a NEXT prospect).

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