When prospects come to me curious about my sprints, but not quite ready to move forward, I usually offer a follow-up call.

To let things marinate a bit.

And to keep the momentum going, I often send a short prompt or light “homework.”

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But in the past few weeks, four would-be clients have cancelled the follow-up.

A small but noticeable number.

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It wasn’t because they weren’t interested.

They liked the first call. Asked for the meeting.

Even agreed to the prep.

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But when the time came to do the thinking.

To sit with real questions like “who do I want to help” or “what’s my unique approach”…

They bailed.

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Three of the four told me plainly:

“I haven’t done the prep yet, and I don’t want to waste your time.”

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And honestly? I appreciated that.

They didn’t ghost.

They were respectful.

They were honest.

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That tells me they care, they’re just not ready yet.

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And that’s ok.

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As a general principle, I don’t chase.

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A fellow strategist (and Lightbulber!) Guillaume Wiatr uses a beautiful metaphor:

A lighthouse doesn’t chase boats…

…it just sends its signal so the right boats find it when they need it.

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Still, I’ve also been thinking about my role in all this.

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I ask people to reflect, to explore, to take action.

That’s the work. And my best clients thrive on it.

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But maybe the first ask shouldn’t feel so heavy.

Maybe there’s a difference between a challenge and a burden.

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So I’m experimenting.

How do I keep the momentum up…

…without making the first step feel like a leap?

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Because I don’t want to lower the bar.

And I don't want people jumping in before they’re ready.

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My goal is simply to keep the door open.

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💡

-Wes