3.5Follow up & turn “I'll think about it” around
The essentials in 30 seconds
- “I'll think about it” = polite screen: “what still needs to mature?” + silence — the real reason surfaces.
- Scheduled follow-up: D+2, D+7, D+15, D+30 — each follow-up brings value.
- Polite breakup: “should I close?” — 20% come back, 80% free up time.
Running mini-case — Younes follows up then closes
A second prospect says “I'll think about it”. Younes doesn't let it slip: “of course — to help, what still needs to mature?” Budget, he answers. Younes sends the report on D+2, a same-industry customer case on D+7, then a polite breakup: “should I close?”. Answer: “wait, we sign in September”. Dated, reminded, signed: Younes concludes his journey here — objection welcomed, handled, price defended, sale closed and follow-up converted.
Last episode of cases 3.1-3.4 — Younes concludes: the follow-up becomes a signature.
1. “I'll think about it” = unspoken objection
Nobody really thinks without material: it is a polite screen (price, decider, doubt, competitor). “Of course. To help: what still needs to mature?” + silence: the real reason surfaces most of the time.
Don't let it slip (“take your time, call me back” buries the sale) nor force (it flinches): welcome then dig, handle the real brake like an objection.
2. Follow up with value, then know how to close
D+2 (report + promised doc), D+7 (similar customer case), D+15 (news or number), D+30 (polite breakup: “should I close?”). Each follow-up brings; “have you thought about it?” brings nothing and annoys.
Polite breakup (“I'll close unless I hear otherwise — door stays open”): some come back (“wait…”), the rest frees up time for real ones. A pipeline full of ghosts lies: purging means steering.
The follow-up log, no pressure
Follow up soberly: value each time, then a door left open.
🔎 Concrete example — Resurrected ghost
Younes follows up with value then closes cleanly.
D0: “I'll think” → “What needs to mature?” → budget
D+2: report + ROI simulation | D+7: same-industry case
D+15: “closing unless I hear otherwise” → “we sign in September”
→ dated September + reminder: signed (else purged)Reading: the screen named, value followed up, breakup owned.
Lesson: purge ghosts: an honest pipeline forecasts right.
Section vocabulary
- “I'll think about it”
- A frequent answer expressing indecision or an unspoken brake, rather than a real no.
Simple example: Younes's prospect delaying without naming the budget.
What it is not: a firm, final refusal.
Reflex: translate into “what needs to mature?”.
- Surfacing the brake
- Questioning to understand what really blocks behind hesitation, to handle it.
Simple example: “What still makes you hesitate?” reveals the budget.
What it is not: accepting vagueness with no question.
Reflex: one open question then silence.
- Next step
- A precise commitment agreed for what follows (callback date, timeline) keeping the sale from evaporating.
Simple example: “I'll call you back Thursday, suits you?” noted on both sides.
What it is not: “call me back someday” with no date.
Reflex: never end a meeting with no date.
- Follow-up
- A relevant recontact moving a pending sale forward, without pestering.
Simple example: The same-industry customer case sent on D+7.
What it is not: “have you thought about it?” repeated with no input.
Reflex: each follow-up brings something.
- Follow-up vs pestering
- The line between professional follow-up (useful, spaced, value-oriented) and annoying insistence.
Simple example: Spaced, useful, with an offered way out.
What it is not: calling daily to pressure.
Reflex: useful to the customer, never pressure.
In practice — Handle indecision and follow up effectively
- Facing “I'll think about it”, don't let it slip: seek what blocks (“what makes you hesitate?”).
- Handle the real brake emerging (price, doubt, third-party approval, timing) like an objection.
- If the decision is delayed, agree a precise next step (callback date, timeline, mutual commitment).
- Follow up relevantly (bring info, an option) without pestering: persistent but respectful and value-oriented.
Ready-to-say script — frame the “I'm thinking” (30 s)
“Of course, it's an important decision. To help: on which precise point do you wish to think? If we must meet again, when shall I call you back — would Thursday suit you? I'll send the report plus a customer case by then.”
Say kindly; note the date on both sides before hanging up.
Copy-paste template — follow-up plan
EMERGED BRAKE (price / doubt / third party / timing): _______________
NEXT STEP (precise date): _______________
D+2 (report + promised doc): _______________
D+7 (similar customer case): _______________
D+15 / D+30 (news then polite breakup): _______________SMB / freelancer
A simple tracking table (name, brake, date) is enough: no prospect without a dated next step.
SME Algiers
Younes sets reminders outside dead periods and confirms by written message to keep the thread.
Long cycle
Space more (D+7, D+21, D+45) with strong value each time: no “just checking in” follow-up.
No answer
After 3 value follow-ups, a written polite breakup then purge: the pipeline stays honest and predictable.
✓ Best practices
- Name the screen upfront (“what needs to mature?”).
- Bring value with each follow-up.
- Close politely at D+30 and purge.
✗ Common pitfalls
- Accept the “I'll think” with no next step.
- Follow up with “have you thought about it?”.
- Keep ghosts in the pipeline.
Key takeaways
- “I'll think about it” is rarely a real no: often indecision or an unspoken brake.
- Don't let it slip politely (it buries the sale) nor force: seek what blocks.
- Frame what's next: agree a precise next step (callback date) to keep the sale from evaporating.
- Follow up with value and persistence, no pestering: many sales close after several follow-ups.
48h challenge — apply tomorrow
Take 1 pending “I'll think about it”: name the brake, set a date, send 1 value follow-up (case, number, promised doc).
- I can handle an “I'll think about it” in 2 sentences.
- I can schedule D+2, D+7, D+30 with value.
- I followed up 1 sale or purged 1 ghost.
Frequently asked questions
What exactly to answer when a customer says “I'll think about it”?
Welcome then dig: “of course, it's important — on which precise point do you wish to think?”. Handle the revealed brake like an objection; if the delay is legitimate, frame a dated next step. Never an “I'll think about it” with no organised follow-up.
How many times can you follow up without pestering?
Depends on spacing, value brought and tone: spaced, useful each time, with a way out. After several value attempts, a closing follow-up (“should I take it this isn't the right time?”) often unlocks an answer, then move on.
Prospect: “I'll think about it”, then silence. First step?