Last week I wrote about getting your hustle on. Some people will need a bit more love (and hustle) than others.

You know your friend who never commits until the last minute? The one who prevaricates and procrastinates over every decision? Yep, that's them.

You have no problem following them up, reminding them, getting in their face just a bit. Particularly when it’s about something awesome. An amazing holiday / party / concert / dinner.

Some of your clients are a bit like that friend. They just need a bit more energy from you before they'll make a decision. But we get all weird because it’s about money, and it’s about our program and we don't want to be annoying (much less be seen to be pressuring someone). So we get a bit coy.

Your job when you are selling is to help people make a decision. Yes or no. In or out. Doesn't matter which way. And until they have made a decision, keep helping. Keep following up.