Some prospective clients come through the door and are fired up and ready to go. They hire you that day. You’re off and running in an instant.

Other clients hesitate. They aren’t ready. They ponder. They hold off. They need to think, talk to someone else, and consider their options. They’re slow to act.

It’s tempting to push them. You know they need what you’re offering. You know that holding off is costing them time, money, or freedom. You get it, but they don’t. Yet, they wait.

When it comes to pushing prospective clients forward, my biggest struggle is with those stuck in violent relationships. I want them to get moving. I want to take action to protect them. Yet, sometimes, they need more time. I find it very challenging to restrain myself from pushing.

But pushing has exactly the opposite impact of what you’d hope. Pushing clients to move forward nearly always results in them delaying even more.

The more you rush them, the more they feel that moving forward benefits you rather than them. The pushing creates more resistance in a situation where there may have already been a tremendous reluctance to act.

A Better Approach

Slow down. Spend time. Give them space. Let it happen as it happens.

Here are three things you can do to encourage them to act without pushing them to act. Try these approaches:

1. Tell Stories

Tell stories of others who waited. Explain how opportunities get lost. Tell the story of how much stress the client expected and how the experience was actually one of relief. Talk about the client who was surprised that it was easier than expected. Don’t show your hand. Don’t drive it home. Just put it out there and let it sit. Let the client ponder the meaning.

2. Ask Questions

Instead of pushing, a better approach is asking. Ask questions. Probe. Follow up via phone and ask more questions. Ask them what happens if they delay. What does it cost financially? Emotionally? How does it affect their children/relatives/loved ones? Ask them how they are feeling about waiting. Ask them whether others will be affected by their decision to wait. Use what you know to ask the questions they need to consider to assess the impact of inaction.

3. Provide Information

Keep educating and informing prospective clients during the follow-up process. Use your website, your auto-responder, and your follow-up phone calls to keep informing clients about options, costs, and outcomes. Help them understand what’s possible, what’s not, and how you could proceed. The more prospective clients understand, the more comfortable it becomes for them to make a decision. Knowledge is power, and you’re the educator in this arena. Your clients need sufficient power to decide to act.

What Happens When You Push Too Hard

There are times where it seems like hiring us is a life and death decision—literally. When we’ve tried everything and nothing works, then we give it the full-court press. We go all in. We push. And, sadly, it doesn’t work all that often. We’re desperate to help, and we know we can make a difference, but the client isn’t ready. We use all of our persuasive powers, but the prospective client still won’t take action. It’s sad, it’s frustrating, and it reminds us that we need to focus on those we can help and that we should stick to stories, questions, and information.

Don’t Throw in the Towel

The frustration of prospective clients’ resistance to accepting your help is challenging. They need help. We have what they need. Yet they aren’t ready, willing, and able to accept our help. It’s distressing when we’re not able to employ our value in a way that makes a difference.

Don’t give up. Move slowly. Tell stories, ask questions, and keep informing your prospective clients as you continue to follow up with them after the first discussion.

Eventually, the trust will build, their mind will shift, and you’ll be able to deliver the help you’re capable of bringing to the problem. Move slowly, and eventually, you and your clients will get where you’re going.