Have you ever worked with a prospect, only to hear “I’ll buy that when (fill in the blank)”. She lacks a sense of urgency.
What you need are people who can make a decision….get in or get out so you can move on. It’s totally OK if they say “no”.
Now, to some extent you can create a sense of urgency with limited time offers, bonuses and the like. But some people just aren’t movers, much less shakers. They are so afraid of making a poor judgment that they are paralyzed by non commitment.
Getting a decision can set you free to work with someone who finds your product or service a better fit. There are plenty of customers out there, so why not decide that you’ll work with the ones who are ready to decide?
