You made the ask. Named the number. Then came the pause. “Let me think about it.”
You said thanks, walked away, and had no idea what just happened. Was that a soft no? A real maybe? Did you blow it?
Here's the truth. That's not rejection. Most of the time it's exactly what it sounds like. They actually want to think about it.
Usually there's a specific reason hiding behind that pause.
Maybe the number surprised them. Maybe they need to talk to a spouse. Maybe the timing's wrong today but perfect in a month. Maybe they've got a question they didn't want to ask you to your face.
Here's the move most candidates miss.
Before you leave the room, ask one more question. “Of course. Can I ask what you'll be thinking about?”
That turns a vague brush-off into a real, specific concern you can actually work with. Then ask, “When's a good time for me to check back in?” Let them pick the date. Write it down in front of them.
How you use this.
Fundraising: If the number scared them, offer to break it into smaller pieces. Three payments feels a lot easier to say yes to than one big check.
Follow-up: Don't call three weeks later saying “just checking in.” That's forgettable and vague. Call and say exactly what they told you they were thinking about. “You mentioned wanting to check with your accountant. Where'd you land?”
Volunteers: Same rule applies. If somebody says “let me think about volunteering,” find out what's actually holding them back before you let it drift.
Beating your opponent: While his team lets soft maybes disappear into thin air, your team is following up with purpose and actually closing them.
The takeaway: Don't let an ask sit in limbo forever. Get a real yes or a real no. A clear no beats a maybe that never ends.
Dr. Chuck Muth, PsD
Professor of Psephology*
(homeschooled)
* Psephology (see-follow-gee): The study of campaigns and elections