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.”

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

A small but noticeable number.

It wasn’t because they weren’t interested.

They liked the first call. Asked for the meeting.

Even agreed to the prep.

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.

Three of the four told me plainly:

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

And honestly? I appreciated that.

They didn’t ghost.

They were respectful.

They were honest.

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

And that’s ok.

As a general principle, I don’t chase.

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.

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

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

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

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

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

So I’m experimenting.

How do I keep the momentum up…

…without making the first step feel like a leap?

Because I don’t want to lower the bar.

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

My goal is simply to keep the door open.

💡

-Wes