You know that heavy silence after a sales pitch? The one where you can hear your client’s hesitation through the phone? I used to drown in that silence every Thursday at 2:17 PM – right after uttering the words no desperate seller ever wants to say:
“Just let me know whenever you’re ready.”
For six excruciating months, my calendar looked like a graveyard of “follow-up” reminders. Clients kept vanishing like morning fog:
✅ The bakery owner who loved my branding package (“Let me check with my accountant!”)
✅ The tech startup that needed my consulting “urgently” (“We’ll circle back next quarter!”)
✅ The 17th “perfect fit” client who ghosted me mid-email thread
I did everything “right”:
- Crafted detailed proposals 📑
- Explained my process for 45+ minutes ⏳
- Even offered a 10% “friends & family” discount 💸
Then it hit me during my third iced latte of a particularly brutal Tuesday.
The Awkward Truth No One Tells Salespeople
We’re not paid to inform – we’re paid to guide.
That moment when you finish presenting and say “What do you think?”? That’s when decision paralysis sets in. I learned this the hard way after stumbling upon a Stanford study:
📊 Decision Fatigue Data Point:
When given 5+ options, people’s likelihood to take any action drops by 72%.
My “thorough” explanations weren’t demonstrating expertise – they were overwhelming buyers. Clients weren’t rejecting my offer; they were drowning in hypotheticals.
How I Fixed My 83% Ghosting Rate (3 Simple Shifts)
1. Swap “Options” for “Next Steps”
Old Me: “We can do monthly retainers, project-based work, or hourly consulting. What works for you?”
New Me: “Based on your goals, I recommend starting with our 90-day launch package. Let’s schedule your onboarding for next Monday – does 10 AM or 2 PM work better?”
Why this works: You’re not removing choice; you’re structuring it. Like a doctor prescribing treatment, not listing every medication.
2. Turn “Whenever” into “When”
Before: “Feel free to reach out anytime!”
After: “I’ll hold your project slot until Friday at 5 PM. Shall I pencil you in for the 15th or 17th?”
Pro tip: Use calendar scarcity:
“Only 2 client slots remaining this quarter”
“Price locks expire in 48 hours”
3. Speak Directly – Not Desperately
Weak CTA: “I’d appreciate it if you could maybe consider…”
Confident CTA: “Let’s get your contract signed today so we can start resolving [specific pain point] by Wednesday.”
Notice the difference? One sounds like a question – the other assumes a partnership.
Your Turn to Experiment
Next time a client says “I need to think about it,” try this script:
- Acknowledge: “Absolutely – this is an important decision.”
- Simplify: “To make this easier, let’s focus on one next step.”
- Direct: “Would you prefer to finalize the contract today via email, or schedule a 5-minute confirmation call tomorrow morning?”
I used this exact framework last month. Result? 7 signed contracts out of 9 pitches.
Final Thought: Buyers don’t need more information – they need someone to say “This way forward” with conviction. Your expertise isn’t in your PowerPoint slides. It’s in guiding clients through the fog of indecision to solid ground.
Now tell me – which of these CTAs will you test first? 😉
