Handling The Dreaded "I Need To Think About It"
How To Turn Hesitation Into a Confident Yes
As doulas, we’ve all been there. You’re on a consultation call, and everything seems to be going great. The potential client is nodding along, excited about what you’re saying. Then, it happens.
Those dreaded five words: “I need to think about it.”
It can feel frustrating, even deflating, but here’s the truth: “I need to think about it” doesn’t have to be the end of the conversation. In fact, it’s often an incredible opportunity to deepen trust, address lingering concerns, and guide your potential client toward a confident decision.
In this blog, we’ll explore why people say this, what they *really* mean, and actionable strategies to navigate these moments with ease and confidence.
Why People Say “I Need to Think About It”
When someone says, *“I need to think about it,”* it’s rarely just about needing more time. Here’s what’s often happening beneath the surface:
1. **Fear**: They’re worried about making the wrong decision.
2. **Uncertainty**: They’re unsure if your offer is the right fit for them.
3. **Unspoken Objections**: They have concerns they haven’t voiced yet.
Hearing these words can be a huge learning opportunity. It might mean there are gaps in your conversation—things left unsaid or questions unanswered. Instead of seeing it as rejection, view it as a chance to get curious, connect deeper, and provide clarity.
How to Handle “I Need to Think About It”
When you hear these words, don’t panic. Here’s a step-by-step guide to turn hesitation into opportunity.
1. Respond With Curiosity, Not Pressure
Your first instinct might be to push harder or convince them, but that approach often backfires. Instead, stay calm and curious.
Acknowledge Their Hesitation:
“I totally get it! This is a big decision, and it’s so important to feel confident about it.”
Ask an Open-Ended Question:
“Can I ask, is it more about the timing, the investment, or something else?”
By responding with empathy and curiosity, you shift the conversation from hesitation into a productive dialogue where you can address their real concerns.
2. Revisit Their Goals
Sometimes, people lose sight of why they got on the call in the first place. Your job is to remind them of the goals they shared with you and how your offer aligns with those goals.
- Example:
“Earlier, you mentioned feeling overwhelmed about your birth plan and wanting personalized support. Does the package we discussed feel like it could provide that peace of mind you’re looking for?”
This approach brings the focus back to their *why* and reframes the conversation around the solution you’re offering instead of the fear they’re feeling.
3. Handle Specific Objections With Empathy
If they share their hesitation, here’s how to address it based on the most common objections:
If It’s About Money:
“I totally understand—investing in yourself can feel big. But you also mentioned how important it is to feel supported during this transition. How would it feel to have that peace of mind now instead of later?”
If It’s About Timing:
“Timing can be tricky, especially with so much going on. But the earlier we start, the more we can create a plan before things get overwhelming. Does that resonate with you?”
The key here is to validate their concerns while gently reframing the situation to highlight the benefits of moving forward.
4. Empower Them to Decide
Sometimes, all a client needs is permission to make the decision that feels right. Pressure creates resistance, but empowerment builds trust.
- Example:
“I want this to feel like the right decision for you, so there’s no pressure. What would help you feel confident about moving forward?”
This approach takes the pressure off while encouraging them to share any remaining doubts or concerns.
5. Offer a Clear Follow-Up
If they’re still hesitant, leave the door open with a specific next step:
- Example:
“I completely understand. How about this—I’ll follow up with you in two days to check in and see if you’ve had a chance to think about it. Does that work for you?”
This follow-up strategy keeps the momentum alive without feeling pushy.
Key Takeaways
When a potential client says, “I need to think about it,” remember:
- It’s often about fear, uncertainty, or unspoken objections—not lack of interest.
- Respond with curiosity and empathy, not pressure.
- Bring the focus back to their goals and why they reached out in the first place.
- Empower them to make the best decision for themselves.
- Always leave the door open with a clear follow-up plan.
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