Key Takeaways
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When clients say, “I’ll think about it,” they’re often expressing uncertainty rather than rejection—your response can shift their perspective.
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You don’t need to be aggressive to move the conversation forward. Using timing, empathy, and strategic questions helps you earn trust while keeping the momentum.
Understand What Clients Actually Mean
When a client says, “I’ll think about it,” they rarely mean they’re going to sit down with a pen and paper to mull over your proposal. More often, it’s a placeholder—a way to pause the decision without confrontation. The question you need to ask yourself is: what’s driving the hesitation?
Some common reasons include:
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Lack of urgency
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Unspoken confusion about the offering
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Fear of making the wrong financial decision
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Need to consult a spouse or partner
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Budget-related worries they haven’t voiced
Rather than pushing back immediately, you can use this phrase as a doorway into a more productive conversation.
Acknowledge the Pause With Professionalism
The worst response is silence—or worse, defensive body language. Instead, stay composed and try saying something like:
“I completely understand. This is a big decision and one worth thinking about. Would it be helpful if I shared what others have found useful to consider when making this choice?”
This approach:
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Signals empathy
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Invites the client into a non-threatening conversation
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Gives you another opportunity to reinforce the value
Remember, your tone and pacing matter. Keep your voice calm and steady. You’re not trying to close a deal; you’re offering clarity.
Use a Timed Follow-Up Strategy
Let’s talk about timing. Giving space shows respect—but leaving too much time invites distraction and loss of interest. The sweet spot? 24 to 72 hours.
Here’s how you can structure your follow-up:
Within 24 hours: Send a brief, personalized message thanking them for the conversation. Reiterate the key points discussed and your availability.
After 48 hours: Share a short resource or an FAQ that supports your recommendation.
After 72 hours: Circle back with a question like:
“I know you were taking some time to think things through. Is there anything holding you back that we haven’t talked about yet?”
This opens the door for a candid response without pressure.
Ask the Right Clarifying Questions
Instead of trying to talk them into a decision, ask thoughtful, open-ended questions like:
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“What part of our conversation gave you pause?”
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“Is there something specific you’d like to review before making a decision?”
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“Would it help if we broke this down into a few smaller steps?”
These questions do two things:
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They reveal objections that might otherwise stay hidden
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They help clients feel heard rather than sold to
Even if they don’t commit right away, they’re more likely to return when they feel respected and understood.
Offer a Low-Commitment Next Step
Not every decision needs to be made on the spot. Offering a smaller, less intimidating action step can help:
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A brief call with their partner to go over the information
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An appointment for a second review
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Access to a decision-making checklist you provide
You reduce the pressure while keeping the momentum alive. Your goal is not always to get the signature—it’s to keep the door open.
Use Social Proof Wisely
When someone is on the fence, they’re looking for evidence that others in their shoes have made the leap and benefited. But this needs to be subtle.
Try this:
“A few of my clients who were in a similar position last year found that once they had clarity on X, it helped everything else fall into place.”
Notice:
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You’re not name-dropping
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You’re not bragging
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You’re positioning this as reassurance, not sales
In 2025, clients expect personalization and trust over persuasion. Use client behavior data and previous interactions to make these statements feel tailored and real.
Avoid Common Mistakes That Break Trust
If your response feels reactive, dismissive, or overly enthusiastic, it will backfire. Here are a few approaches to avoid:
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Don’t push for a decision on the spot. It makes you seem self-serving.
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Don’t say, “What’s there to think about?” That puts clients on the defensive.
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Don’t fill silence with a rapid list of features. They’ve already heard them.
Instead, recognize that hesitation is part of the process. The goal isn’t to eliminate objections, but to be present when they’re ready.
When to Let Go Gracefully
Not every client will be a yes—some won’t be a yes today, this month, or even this year. Your role is to leave the door open in a way that makes them feel comfortable coming back.
If, after two or three follow-ups, the client still delays:
“I understand the timing might not be right. Would it be okay if I checked in with you in a few months to see where things stand?”
This approach:
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Ends the current cycle professionally
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Preserves your reputation
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Creates a natural re-entry point
In many cases, they’ll remember how you handled the conversation more than the specifics of the offer.
Use Tools to Stay Top of Mind
You don’t have to rely on memory or sticky notes to manage these follow-ups. Consider using automation tools to:
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Schedule check-ins
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Track client responses
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Set reminders for strategic follow-ups
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Segment clients based on their stage in the decision process
A strong CRM with follow-up triggers helps you stay professional without being intrusive.
In 2025, digital touchpoints need to feel human, not robotic. Use templates, but always personalize. A message that starts with, “I remembered our conversation about…” carries more weight than a generic “Just checking in!”
Craft a Script That Works for You
You don’t need to memorize word-for-word lines, but having a structure helps. A useful framework for when clients say, “I’ll think about it,” might look like:
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Acknowledge: “I understand, this is a big decision.”
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Empathize: “Many people feel the same way at this stage.”
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Invite clarity: “Would it help if I answered any remaining questions while it’s still fresh?”
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Offer next step: “We could set a follow-up time that works for you.”
Make it sound like you. The more it matches your voice, the more authentic it feels—and the more it will work.
Helping Clients Move Forward—Their Way
When you hear “I’ll think about it,” think of it as an invitation—not a rejection. It’s your opportunity to earn trust, offer clarity, and demonstrate that you’re invested in the client’s success, not just the transaction.
The best advisors in 2025 aren’t just experts in finance—they’re experts in patience, timing, and conversation. The more comfortable you become with objection handling, the easier it becomes to move clients forward without pressure.
If you want support refining how you work with clients, we can help. At Bedrock Financial Services, we specialize in tools, training, and lead systems built for professionals like you who want to grow with integrity. Sign up today to learn how we can help you convert more conversations into committed clients—without ever feeling pushy.
