It's now or never

Have you ever had this response from a potential client when you've been on a call with them: “This isn’t the right time for me. Call me again in a few months.”?

The reason you got that response was you had failed to communicate the urgency of the need to act now.

Always include a sense of urgency to act. When you get people to the end of your sales funnel, the only option should be to buy now.

So, this sale is lost, for now anyway.

Of course, take them at their word and follow up when they say they’ll be ready. But be prepared for the interest to have waned to a distant glimmer, if there is any light there at all.

I remember one course I didn’t take action on. I was so sure I wanted it at the time, but the cost was high and I dallied and finally didn’t take up the offer.

A few months later when they approached me again, I wasn’t even the slightest bit interested. The moment had gone.

You need to close the sale when it’s offered.

You've got to flip that script on yourself and realise that you haven't been successful in presenting the value and therefore they've given you this answer.

If you give people time to think about it later, life goes on, they move on to other things, they go onto the next shiny penny, and they will find the time and the money for that next shiny penny and not for you. You think I didn’t take up any offers after the one I missed. Of course I did! Someone else got my money.

So, if you don't take action to close the sale now, in the words of the great Elvis Presley, it's now or never.