A random thought hit me while I was out for a run today

I used to think prospects ghosted because my offer wasn't good enough.

Turns out... that wasn't the real problem.

Most people don't say "no."

They say,

"Looks interesting."

"Let me think about it."

"I'll get back to you."

Then they disappear.

After reading patterns (Pattern recognition is a skill most people don't know they need or have, but humans are exceptionally good at it) 🙂

People usually don't ghost because your solution is bad.

They ghost because they're uncertain.

Not one type of uncertainty.

Three different types.

👉 Can you actually help someone like me?

👉 What happens after I say yes?

👉 What if I'm the reason this doesn't work?

That last one hit me the hardest.

Most of us keep sending more testimonials, more case studies, or bigger guarantees.

But sometimes people aren't doubting you.

They're doubting themselves.

Since then, I've stopped trying to "sell harder."

Now I spend more time reducing uncertainty.

Honestly, I think that's a much better sales strategy.

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A random thought hit me while I was out for a run today

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