How to Avoid the Black Hole of Chasing Prospects

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You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.

You’ve invested time with them to understand their issues and provided information and education to address their needs.

But as the conversation naturally closes, there’s an awkward moment, an empty space, where you and your prospect don’t know what to say next.

They haven’t indicated they want to move forward, and you’re careful not to put pressure on them to make a decision. But at the same time you don’t want to leave things hanging in limbo.