How to Speed Up Sales Decisions
One of the top questions we are getting asked right now in our Mastemind groups is: “How can we speed up the time it takes for agency clients to make a decision?” How do we move from endless back-and-forth to a swift, confident “Yes”?
The short answer: You need to light a fire under your prospects.
Now, I’m not saying you should strong-arm them into a decision—that’s a surefire way to erode trust. But you do need to create urgency, remove friction, and make it incredibly easy for them to say yes. Here’s how some of the most successful agencies are doing it…
1. Create Urgency and Keep It Simple
If there’s no compelling reason to act now, your prospect will happily sit on the fence for months. So, give them a reason:
Time-sensitive offers: “Sign up by Friday and get 20% off your first three months!”
Pricing incentives: “Lock in this rate before it goes up next month!”
And when you present your offer, keep it simple. Don’t bombard them with too many options. A clear choice—Basic, Pro, or Enterprise—makes it easier for them to move forward. Too many options lead to paralysis.
2. Sweeten the Deal and Remove Barriers
People buy when they feel the reward outweighs the risk. So, make saying yes more attractive:
Fast-action bonuses: “Sign up today and get a free strategy session.”
Pre-empt objections: Don’t wait for concerns—address them upfront. Use testimonials: “Here’s how we helped XYZ Company increase their leads by 50% in three months.”
If they’re hesitating, it’s because they’re unsure. Your job is to build confidence and eliminate doubt before it creeps in.
3. Set Clear Deadlines and Follow Up with Value
No deadline, no urgency. Simple.
Be specific: “This offer is valid until midnight on Sunday.”
Follow up with value, not just reminders: Send a relevant case study, a new insight, or a short video testimonial. Instead of “Just checking in,” try:
“I thought this case study might be relevant to your challenge with lead generation.”
“Did you know businesses see a 30% engagement boost using this strategy?”
Each touchpoint should move them closer to a decision, not just remind them that they haven’t made one yet.
4. Personalise and Streamline the Process
A generic proposal is about as compelling as a wet paper bag. Your prospect needs to see that your solution is built for them.
Personalise your proposal: “Based on our conversation, I’ve tailored this package to help you hit your online sales target.”
Make it easy to say yes:
Simplify contracts—“Here’s a one-page contract outlining everything clearly.”
Clarify next steps—“Once you sign, we’ll schedule your kickoff meeting within 48 hours.”
Smooth onboarding—Remove friction from their first experience.
The less effort they have to put in, the quicker they’ll say yes.
Final Thought: Confidence Beats Hesitation
People delay decisions when they’re unsure. Your job is to make it a no-brainer.
Create urgency.
Reduce risk.
Make the advantages of moving quickly crystal clear.
Speeding up sales isn’t about being pushy—it’s about removing uncertainty and making it easy for the client to commit with confidence.