Coping with an Indecisive Client

Jessica Fitzpatrick

Posted on

How can you tell if all the hard work you’re putting into a sale is overwhelming an indecisive client?

You’ve been working with a client for weeks, maybe even months, to no avail. Just when you feel like you’re making headway, the client changes their mind or expresses their hesitation, and just like that you’re back at square one.

It feels like a waste of your time and theirs, but you persist anyway because you think that each minute you put into the sale, you are that much closer to the close.

In some cases, you might be right—the energy you put in will pay off. But if a client is simply not ready to make a decision one way or the other, you’ll be stuck in limbo—and that’s not the place you want to be.

So, how can you tell when your hard work is hurting rather than helping an indecisive client? Here are some clear signs:

You get to the last step, and they get cold feet

It’s normal for a client making a potentially big-ticket purchase to be a little nervous before the sale. Last-minute questions and even asking for a bit more time are normal, but if they seem to back out immediately before the close (and have done so multiple times), pursuing them further is probably only making things worse.

You know that your product or service isn’t right for them

Hopefully, you didn’t get this far pursuing a lead with an offer you know isn’t right for them. But, if you started with every good intention and realized along the way thatfor whatever reasonit’s not a good fit, then let this one go.

They aren’t financially equipped to close

low-budget-marketing

The “I don’t have the budget” objection is one of the easiest ways for a prospect to dodge you, and you’re probably used to the excuse. However, sometimes this isn’t an excuse, it’s simply the truth. In this case, you should consider holding off until they are in a better financial position.

You’ve been playing cat and mouse

You’re busy, your client is busy, everyone is busywe get it. But if you feel like they’re actually hiding from you, it’s a good idea to pursue other options. There are plenty of other prospects interested in what you have to offer (i.e., prospects who will answer your calls).

The line between helping and hurting a client can be fuzzy. But, for your sake and theirs, it’s important to identify a client who is ready for the sale from a client who isn’t.

How to Effectively Follow Up with Clients

More from ReminderMedia

Written by Jessica Fitzpatrick

I am a content manager who has a fascination with dinosaurs and a love of anything made with avocado.