How to Handle "I Need to Think About It" Without Being Pushy

"I just need to think about it."

Cue the internal panic. Your heart sinks. Your mind races. Did I say something wrong? Are they just being polite? Should I follow up? When? How?

If you've ever felt this way after a consultation call, you're definitely not alone. Most wellness practitioners respond to this phrase by either chasing desperately (and feeling gross about it), giving up completely (and regretting it later), or waiting in awkward silence (and losing the client to someone else).

But here's what I've learned after many years in this business...

"I Need to Think About It" Isn't Actually About Thinking

Sorry to break it to you, but when someone says they need to think about it, they're rarely going home to create a pro/con list about working with you.

What they're really saying is one of these:

• "I'm not 100% convinced this will work for me"
•  "I'm worried about the investment"
• "I'm scared I won't have time to do this properly"
• "I'm overwhelmed and need to feel more confident about this decision"
• "I want to shop around first"

The good news? Once you know what they're REALLY thinking, you can address it without being pushy.

The PAUSE Method (Instead of Panicking)

When someone says "I need to think about it," here's exactly what to do:

P - Pause and Acknowledge

"Absolutely, this is an important decision and I completely understand wanting to think it through."

(Never argue with this or try to pressure them to decide right now)

A - Ask What Specifically

"Can I ask what specifically you'd like to think about? Is it the time commitment, the investment, or something about the program itself?"

(This uncovers the REAL objection)

U - Understand Their Concern

"That makes total sense. A lot of my clients have had that same concern before we started working together..."

(Normalise their worry and show you've helped others through this)

S - Share Reassurance

Address their specific concern with a story, guarantee, or solution.

E - Establish Next Steps

"What would be most helpful - should I send you some information about [their specific concern], or would you prefer to schedule a quick 15-minute call later this week to chat through any questions?"

Real Examples in Action

Scenario 1: They're worried about time

❌ Don't say: "It only takes 30 minutes a day!" 

✅ Do say: "I get it - time is precious. Most of my clients are juggling a lot too. That's actually why I designed the program to fit around your existing routine rather than adding more to your plate. My client Emma was worried about the same thing, and she found that the energy she gained actually gave her more productive hours in her day."

Scenario 2: They're concerned about cost

❌ Don't say: "But think about how much you spend on coffee!" 

✅ Do say: "I understand it's an investment. Can I ask - if this program helped you achieve [their specific goal], what would that be worth to you? Sometimes it helps to think about the cost of NOT addressing this issue over the next 6-12 months."

Scenario 3: They want to shop around

❌ Don't say: "I'm the best option out there!" 

✅ Do say: "That's smart - you should feel confident about who you work with. While you're researching, what specific qualities or approaches are most important to you? I'm happy to help you think through what questions to ask other practitioners."

What NOT to Do (Please!)

• ❌ Follow up daily asking "Have you decided yet?"
• ❌ Suddenly drop your prices or throw in freebies
• ❌ Send testimonials every day to try to convince them
• ❌ Make them feel guilty about not deciding faster
• ❌ Give them ultimatums or fake deadlines

The Mindset Shift That Changes Everything

Not everyone is ready to invest in their health right now, and that's okay.

Your job isn't to convince people who aren't ready. Your job is to serve the people who ARE ready and make it easy for the "not yet" people to find you when they are.

When you approach objections from a place of genuine care rather than desperation, people feel it. Even if they don't work with you now, they'll remember how you made them feel - and often come back later or refer others.

Your Action Step This Week

Think about the last few people who said they needed to think about it. What do you think they were REALLY concerned about? Practice the PAUSE method out loud so it feels natural when it happens again (and it will!).

Remember: The goal isn't to eliminate objections - it's to handle them with grace and confidence.

Some of our best long-term clients initially said they needed to think about it. We stayed helpful, stayed in touch, and when they were ready (sometimes 6 months later!), guess who they called?

Ready to master client conversations and convert prospects into clients? These skills are exactly what we dive deep into in The Virtual Practitioner Academy