I’ve had situations where a potential client has been stalling on one of my proposals and I’ve been tempted to contact them to ask if they’d like to sign the deal. 

Following-up with potential clients is good. But doing it that way is bad. Because I would be sending the message: “Give me money.” 

Clients don’t do business with you because they want to give you money; clients do business with you because they want to solve problems. 

So in that situation, instead of contacting the client to remind them that they haven’t responded to the proposal, I remind them that their problem is still unsolved. 

By doing that, I shift the focus from the needs of my business to their needs.