Reference specific points from previous conversations to show that you understand their needs and concerns.Personalizing communication makes it feel more genuine and engaging.Establish a consistent follow-up rhythm (weekly or bi-weekly) to keep the conversation going without being intrusive.Send articles, case studies, or testimonials that address their concerns or interests. This positions you as a helpful resource rather than just a salesperson.Encourage prospects to share their hesitations. This gives you the opportunity to address their concerns directly.Mention any promotions or limited-time offers to encourage prompt decision-making.

When a prospect is interested but delaying decisions, follow up by first understanding their hesitation—ask if there are specific concerns or additional information they need. Share relevant success stories or case studies to reinforce value and show how your solution has benefited others in similar situations. Maintain a balance between being persistent and respectful, ensuring they feel supported, not pressured. This approach can help turn interest into commitment.

The best follow-through one could give to a prospect interested but delaying decisions is to give them a call and leave a friendly, personalized message of thanks for their interest. Ask if there was anything in particular that scared them off or any question from which they derived their delay, then be ready to directly address those concerns. Add value by mentioning relevant case studies, testimonials, or insights that will strengthen why this product or service will benefit them. You need to create urgency by mentioning time-limited offers or limited availability that could affect their decision to be quicker.

In my experience the stall (ghost) is based on the prospects fear of conflict. They don't want to face me to give me bad news. There could be many reasons, so in interest of maintaining the relationship I like to let them off the hook emotionally, but re-qualify the pain and or due date with a take away. "It has been some time since we last spoke -- life happens -- but I was curious, you were looking to address this by (x), has something changed?" Or "Considering the timeline we discussed for implementation, it doesn't appear we are going to make the due date for a flawless execution -- life happens -- when do you think we should revisit? Or is this mission critical for your organization?

Entender la dudas, ser empático, demostrar siempre desde la experiencia, los hechos y casos de éxito, del antes, durante y después, además de puntualizar los cambios positivos al corto plazo, la sostenibilidad en el tiempo, facilitar planes de contingencia, y fortalecer las relaciones a largo plazo, es fundamental tener un elevator pitch con los puntos mas importantes, disipar dudas y la toma de decisiones sea la más idonea.