The Deal That Took Four Years
When clients aren’t ready, it can feel like there’s nothing you can do.
However, there is something you can do, but often it’s not what you think.
Most people try to push, follow up more, create urgency, and try to move things along. But if someone isn’t ready, they’re not ready and pushing won’t change that.
So instead, I shift the focus from closing to building a relationship.
My longest deal took 4 years.
Gasp! Yes. Four.
During that time, we stayed in touch. We saw things occasionally. I helped her rent something. She referred clients to me. We both went through major life changes. Sometimes we talked business, and sometimes we didn’t. Slowly, we were building a relationship, and over time, trust was built.
So when she was finally ready?
It was a piece of cake.
That’s the part people don’t always see.
It’s not about doing nothing. It’s about doing the right thing for that stage. When someone is ready, you don’t have to convince them.
If you’ve handled it well up until that point, you’re the one they call.
