Why no one is saying “yes” (and how to fix it without changing a single thing in your offer)
She could hear it in their voice before they even said it.
The slight pause. The inhale like they were preparing to let her down gently. The shift in tone… soft, careful, like they didn’t want to offend her.
Then, the words she could recite by heart at this point:
"I just need to think about it."
She swallowed the frustration building in her chest.
Not again.
Alexandra forced a smile and said the usual: Of course, take your time, then ended the call.
Her face stayed neutral. She even managed to keep the tension out of her voice.
But when she hit “Leave Meeting,” her laptop barely hit the desk before she pushed away from it, rubbing a hand down her face.
She already knew how this would go.
They weren’t going to think about it.
They weren’t going to weigh their options.
They were going to ghost.
And in a few weeks, she’d see their name pop up in a comment somewhere, raving about some other coach… one with a fraction of her experience… talking about how that program had “changed everything.”
And the worst part? She couldn’t even blame them.
Because deep down, she knew exactly why it was happening.
She just didn’t know how to fix it.
The Difference Between a “Think About It” and a “Hell Yes”
Her program wasn’t the problem.
Her price wasn’t the problem.
Her results weren’t the problem.
It was how she was telling the story.
She had built her marketing on proof.
🔹 Here’s what the program includes.
🔹 Here’s the ROI.
🔹 Here’s what past clients have achieved.
It was logical. It made sense.
But that wasn’t how people actually made decisions.
Because people don’t buy what makes sense.
They buy when they feel something shift.
And her words… no matter how refined, strategic, or compelling… weren’t shifting anything.
That’s why they weren’t moving.
The Moment Everything Clicked
The realization didn’t hit her during some deep marketing brainstorm.
It wasn’t while she was refining her call structure or optimizing her CTA.
It hit her at the grocery store.
Standing in the checkout line, half-listening to the two women in front of her.
One was raving about a new gym she had joined.
The other asked what made her pick that one.
And the first woman didn’t say:
"Well, I compared the price to other gyms and calculated the cost per class and…"
She said this:
"You know that moment when you look in the mirror and don’t recognize yourself? And you realize if you don’t fix this now, you might never fix it? That’s when I signed up."
Alexandra froze.
That was it.
That was the moment.
The moment before the decision.
The moment someone knows they need to make a change but hasn’t yet moved.
That’s where she needed to start.
Not with her program.
Not with the benefits.
Not with the results.
With the moment her best clients hit their own breaking point.
Because once they felt that again… once they remembered what it was like to stand in that tension, knowing they had to move… they wouldn’t need to “think about it.”
They’d already know.
The Rewrite That Changed Everything
Alexandra scrapped everything.
Her sales page.
Her LinkedIn posts.
Her discovery call script.
She stopped leading with what the program was.
She started leading with the moment before they decided to change.
She wrote about:
🔹 The feeling of watching less experienced coaches land premium clients while they struggled.
🔹 The moment they sat across from a prospect who clearly needed their help… but still didn’t say yes.
🔹 The exhaustion of knowing their program worked, but not knowing how to make people see it before the call ended.
She didn’t tell them what to do.
She made them feel it.
And then, when they were right back in that feeling, she didn’t tell them to sign up.
She simply showed them what life looked like on the other side of it.
What Happened Next?
Her next sales call didn’t start with a pitch.
It started with someone saying:
"I read your post, and I felt like you were talking about me."
By the time they reached the price, the only question left was:
"When do we start?"
Because once they saw themselves in the story… once they felt that shift… there was nothing left to “think about.”
If You Keep Hearing “I Need to Think About It”
Here’s what Alexandra would tell you:
🔹 Your marketing shouldn’t explain your program. It should recreate the moment before the decision.
🔹 If they’re hesitating, it’s not because they don’t trust you… it’s because they haven’t felt the shift yet.
🔹 The best messaging doesn’t convince. It reminds.
People don’t need more proof.
They need to feel like it’s already inevitable.
Your job?
Make them feel it.
Your Turn
🔹 Identify the Moment Before the Decision
Think about your best clients… the ones who were a perfect fit and got the best results.
What was happening in their life or business right before they knew they needed to change?
What were they struggling with? What was keeping them up at night?
🔹 Capture Their Exact Words
Go back to your past sales calls, DMs, or emails… what exact phrases did they use to describe their frustration before signing up?
Write these down word for word. Your prospects need to see themselves in your messaging.
🔹 Rewrite Your Marketing to Start There
Look at your sales page, content, and discovery call script… does it start with logic and benefits?
Rewrite the opening so it starts with the feeling of that decision moment.
Use the same words your best clients used… not industry jargon.
🔹 Test It in the Wild
Post a short LinkedIn or 𝕏 update describing that decision moment… see how people respond.
Open your next discovery call by talking about that feeling instead of listing features.
Track whether your conversion rate improves when you start from emotion instead of explanation.
🔹 Eliminate “I Need to Think About It”
If your prospects still hesitate, go deeper. Where are they getting stuck?
Keep refining until your ideal client reads your words and says:
"I felt like you were talking about me."
Your marketing isn’t about convincing.
It’s about recreating the moment where they already know.
Now… go implement it.
Prefer listening to reading sometimes? Want an extra layer?
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