Let’s talk about that moment when a potential client gives you an excuse for not working with you. Maybe it’s “Now isn’t the right time,” or “I need to think about it,” or the classic “I just don’t have the budget.” And because you’re a decent human being (or at least trying to be), you nod, smile, and say something supportive like, “I totally understand. No pressure!”
Bad move.
Here’s the problem: Your sympathy isn’t serving them—it’s enabling them. When someone hesitates on making an investment in their own growth (whether it’s a business solution, coaching, or a service that could genuinely help them), their excuse isn’t the real issue. Fear is. Fear of change, fear of commitment, fear of making a mistake. And when you validate their excuse without addressing the real issue, you’re basically co-signing their self-doubt.
Now, don’t get me wrong—you shouldn’t bulldoze people into working with you (desperation isn’t a great business strategy). But you do need to challenge their thinking in a way that helps them move forward. Instead of just accepting their hesitation, ask better questions:
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- “What would have to change for this to be the right time?”
- “What’s the real concern behind that?”
- “If you knew this investment would pay off, would you still hesitate?”
- “How long can you stand the way things are?”
- What is the cost associated with the status quo?”
These aren’t pushy questions. They’re clarity questions. They help the client get out of their own way and see the bigger picture—because let’s be honest, they probably do have the time, can find the budget, and will regret staying stuck in the same place a year from now.
So, next time a client gives you an excuse, don’t just smile and wave. Get curious. Get direct. Help them see why their own hesitation is the real problem. That’s what real service looks like.