Clients who “need to think about it” are never coming back.
And thank God for that.
While every other business owner is desperately chasing these time-wasters with follow-up emails and “just checking in” calls, I’m celebrating when they disappear.
Here’s why you should too.
People who think about urgent problems don’t have urgent problems
When your house is burning, you don’t schedule a meeting to evaluate fire departments.
When your child is choking, you don’t request quotes from multiple pediatricians.
When your business is hemorrhaging money, you don’t need three weeks to decide if you want the bleeding stopped.
Real problems create real urgency.
Real urgency creates immediate decisions.
If someone needs to “think about” solving their business problem, they don’t actually have a business problem.
They have a mild inconvenience they’re treating like a shopping expedition.
These people will destroy your business.
*The thinking trap that’s bankrupting your competition.*
While your competitors are playing therapist to indecisive prospects, you should be hunting hungry buyers.
While they’re sending “helpful resources” to people who will never buy, you should be closing deals with people who are ready to buy today.
Your competition is addicted to the drug of false hope.
They mistake polite interest for buying intent.
They confuse courtesy meetings with qualified prospects.
They’re relationship junkies who think every conversation will eventually lead to a sale.
They’re playing a long game that never ends because they’re playing with people who were never serious about playing.
*I learned this lesson the expensive way.*
For two years, I chased every “maybe.”
I crafted thoughtful follow-ups for people who were never going to buy.
I held calendar spots for prospects who were shopping with my competitors.
I presented to people who were just gathering ammunition for their internal meetings.
My CRM was full of warm leads who stayed warm forever – never hot enough to buy, never cold enough to forget.
My conversion rate was pathetic because I was converting curiosity seekers instead of qualified buyers.
My sales cycle was endless because I was selling to people who had no deadline to decide.
Then I discovered something that changed everything:
*Qualified desperation beats unqualified interest every single time.*
*Here’s my new rule: If you need to think about it, I don’t want your business.*
When someone says they need to think about it, I immediately respond:
“Perfect. Take all the time you need. When you’re ready to solve this problem, you know how to reach me.”
Then I hang up and delete their contact information.
This makes traditional salespeople physically ill.
They think I’m insane.
They think I’m leaving money on the table.
But here’s what happened when I stopped chasing thinkers and started attracting deciders:
My close rate tripled because I only presented to people who were ready to buy.
My average deal size doubled because desperate people pay premium prices for urgent solutions.
My stress disappeared because I stopped living in follow-up limbo.
Most importantly, my clients became incredible advocates because people who don’t need convincing become your biggest supporters.
*The secret nobody wants to admit: Difficult prospects become difficult clients.*
People who hesitate to hire you will hesitate to pay you.
People who need convincing will need constant reassurance.
People who shop around will keep shopping around – even after they hire you.
The energy it takes to convince someone to buy is nothing compared to the energy it takes to manage them after they buy.
Meanwhile, clients who hire you immediately trust your expertise, follow your process, pay on time, and refer others without being asked.
*The neurological reality of decision-making:*
When someone’s brain goes into “thinking mode” about your proposal, it’s not weighing pros and cons.
It’s manufacturing reasons to say no while maintaining social politeness.
The thinking period is a neurological stall tactic that allows them to gather intelligence from your competitors while keeping you as a backup option.
You’re not in their consideration set.
You’re in their research phase.
*Stop being a research assistant for people who will never hire you.*
Stop educating prospects who will use your expertise to hire someone cheaper.
Stop sharing your methodology with people who will attempt to implement it themselves.
Stop giving away your competitive advantage to people who are interviewing for your competition.
Your time is not a renewable resource.
Your expertise is not a free sample.
Your process is not public information.
*Here’s what winners do differently:*
They create scarcity instead of availability.
They demand decisions instead of accepting delays.
They attract buyers instead of convincing shoppers.
They understand that people who need to think about obvious solutions to expensive problems are revealing their true priority level – and it’s not high enough to deserve your attention.
While everyone else is playing the patience game with time-wasters, you should be playing the urgency game with decision-makers.
Your business is not a museum for people who want to browse your offerings.
It’s a hospital for people who need emergency surgery.
Treat it like one.
*The uncomfortable truth that will set you free:*
The best clients you’ll ever have will never ask for time to think about working with you.
They’ll ask about your availability, your process, and your payment terms.
They don’t need to think because the decision is obvious.
The problem is urgent.
The solution is clear.
The expert is you.
Stop chasing people who need convincing.
Start serving people who need solving.
The difference will transform your business and your life.