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How to get a potential client OFF THE FENCE: 6 tell-tales
We've seen many fence-sitters over the last few years and you wonder what it is that is keeping them from moving forward?
You've given them a great presentation, you've shown your interest and attention, you have exhibited your professionalism and know-how.  So, what is holding them back?
Well, it could be several things -- some perhaps your doing or undoing. Some are matters in your client's mind that may be directly related to the work at hand or things that tangentially affect the deal.
So exactly what's going on here?  From Wikipedia:
 
"Sitting on the fence" is a common idiom used in English to describe a person's lack of decisiveness, neutrality or hesitance to choose between two sides in an argument or a competition, or inability to decide due to lack of courage.
 
In my experience here are the top reasons why a deal doesn't gel immediately.
 
CONFIDENCE: Either you did not make your case clear enough or exhibited some weakness in your capabilities -- which caused the client to lose confidence in you.  If you don't exude confidence, your client will not have confidence to proceed with you.
THE FACTS: You may not have gotten a clear understanding of what the client has in mind and your regurgitation of the facts ... more

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