It shouldn’t take any chasing to get a sale.
When a prospect is interested, they will:
- Talk openly about their situation.
- Respond to your emails.
- Show up to meetings.
- Commit to the next step.
- Keep their word.
If at any point your prospect stops doing these things, they’re not interested.
You didn’t do anything wrong. It’s not your fault.
They’re not ready yet.
They’re making progress without you. (Jobs-to-be-Done)
They’re getting from point A to point B.
Things are holding them back from changing. “I know how to use my current solution. I’d rather dance with the devil I know.” (Inertia)
They’ve got a few concerns about this new way of getting the job done. “Will people use it?” “Will it work?” “Will I lose my job if it doesn’t work”? (Anxiety.)
One day their current way just won’t cut it anymore. (Push)
Your new way will look pretty good. (Pull)When the pull and push are greater than inertia and anxiety, they’ll be back.
It’s not your job to get people from “not looking” to “buying.”
Focus on planting more seeds with an “s.” Water where the grass is greener.
You can’t make flowers grow faster because it’s the end of the quarter.
You don’t create motivation; you align with it.
Prospects buy for their reasons and on their timeline, not yours.