engage and sell

You can’t rush it, because pushing too fast often leads to buyer’s remorse, where clients feel pressured into a decision they weren’t ready for. And that’s the last thing you want. Think of it like dating—you wouldn’t want to rush a relationship before someone’s had the chance to consider you properly. It’s all about finding that balance where you guide them naturally but give them the space to decide on their own.

First, you want to figure out where they are in their decision-making process. Don't be afraid to ask them directly if what you're offering fits their needs right now. If they’re not ready to make a move, that’s fine—ease off the pressure and maintain the connection by offering valuable content now and then. You don’t want to waste all your energy chasing a sale that isn’t happening yet. However, if they are actively considering you or comparing you with other options, you’ll want to move more swiftly to avoid losing their attention.

Here are some ways to keep the momentum going without overwhelming them:

1. Stay Engaged with Useful Content: Offer helpful tips, insights, or free resources that keep them engaged while demonstrating your expertise. This keeps you top-of-mind without being pushy.

2. Follow Up with Intent: Instead of bombarding them with constant follow-ups, send well-timed messages that ask for feedback or check in on how they’re feeling about your service. Make sure each interaction adds value.

3. Address Objections Early: If there are common concerns or hesitations, get ahead of them. Create content or resources that address these, so they don’t become reasons to back out later.

4. Offer a Low-Risk First Step: Give them a way to sample your service without full commitment, like a free consultation or a mini version of your programme. This helps them get a taste of what you offer and builds confidence without them feeling locked in.

5. Personalise Your Approach: Make sure your communication feels personal, not like they’re just part of a sales funnel. Show them you understand their individual needs and how you can specifically help them.

The more you work on your business, the better you’ll get at recognising how long things take in different situations. Over time, you’ll be able to predict when potential deals are likely to happen, based on how many people you’re talking to and the patterns you notice. Don’t forget to check in with your clients once they’ve come on board—ask them about their experience with the whole process. You might be surprised by the feedback they give you. Sometimes, a few simple suggestions can make a huge difference in how smoothly and quickly things move forward.