.png)
Episode #181 The Real Reason They Said Maybe
Overview
Hearing "Let me think about it" can stop any entrepreneur in their tracks. But what if hesitation isn't actually a rejection? In this episode of Public Health Entrepreneurs, Dr. Charlotte Huntley breaks down what really happens when a prospect hesitates during a sales conversation. Instead of scrambling to offer a quick discount or filling the silence with nervous justifications, discover how to uncover the true cause of client hesitation, protect your pricing by reshaping project scope, and lead prospects to a definitive decision. If you want to turn stalled conversations into clear, confident agreements, this episode gives you the exact conversational framework you need.
Takeaways
Get Curious About the Hesitation: Hesitation is rarely an outright "no"; more often, it is an unvoiced request for additional details, clarity around outcomes, or time to consult key stakeholders. Before jumping in with premature solutions, ask directly what is giving them pause and determine whether the sticking point is timing, budget, fit, or internal decision-making.
Stop Reflexive Discounting: A price concern does not necessarily mean your rate is too high. Prospects often raise cost when they struggle to connect the price to the specific transformation they want, or when they compare your fee to a narrower service. Re-anchor the conversation to the ultimate outcome rather than itemizing deliverables.
Hold Rates by Adjusting Scope: If a client faces a genuine budget shortfall, never discount the full project. Instead, protect your value by reshaping and scoping down the deliverables to match their current budget, ensuring a fair outcome where your team is compensated properly and the client gets the transformation they require.
Choose a Clear "No" Over a Lingering "Maybe": Chasing indecisive prospects for months drains time and emotional bandwidth. Establish firm follow-up dates, include expiration windows on proposals, and embrace a direct "no" as valuable data that frees you to serve prospects who are ready to engage.
Resources For Public Health Entrepreneurs
Whether you’re just getting started or you’ve been in public health consulting or other type of business for a while, we provide support for public health entrepreneurs through our podcast live mastermind, and on-demand programs. We serve public health entrepreneurs in South Carolina, Georgia, Florida, and California as well as other parts of the United States and worldwide.
Learn more about the Public Health Entrepreneurs Mastermind group program here.
Subscribe here for Public Health Entrepreneurs podcast updates so that you don’t miss anything.
Podcast Apps
Public Health Entrepreneurs Podcast in Apple Podcasts
Public Health Entrepreneurs Podcast in YouTube Music
Public Health Entrepreneurs Podcast in Spotify
Whether you’re just getting started or you’ve been in public health consulting or other type of business for a while, we provide support for public health entrepreneurs through our podcast and mastermind group program. We serve public health entrepreneurs in South Carolina, Georgia, Florida, and California as well as other parts of the United States and worldwide.
Comments