Part of the business is that we sometimes have prospects “on the fence,” thinking about whether or not to join. That’s normal. But let me tell you what is dangerous…
Having a lack-centered mindset and trying to keep your prospects on the fence. This comes from the belief that candidates are scarce and also avoidance mentality.
So you end up calling the same schmuck 27 weeks in a row, inviting him to your presentation. He keeps saying he will try and you keep counting him as a viable prospect in your funnel. And if you have four or five people like this, you can tell your sponsor you’re working the business and maybe even convince yourself.
Get over this!
We can’t build the business on maybe’s. Clean off your fence.
Get your candidates to yes or no as quickly as you can. Even a no is good, because then you know it is time to move on to another candidate.
So have you cleaned your fence, or are you still lying to yourself?