Our soon-to-be milkman notices six boys running around our front yard.
He rings the bell and offers my harried mother two no-obligation half-gallon glass bottles of cold fresh milk.
We drink the milk…
and sign up for weekly delivery.
That milkman understood pacing.
Most consultants kill momentum trying to prove their expertise.
Why do prospects disappear after a good conversation?
Because consultants accidentally bring clarity faster than they build momentum.
This usually isn’t a proposal problem.
👉 It’s a conversational pacing problem.
Note that the milkman didn’t give us unlimited free milk forever.
He gave us enough to experience the value…
and the space to want more.
That’s the difference.
The goal of the early conversation is to help people:
👉 understand the problem more clearly
👉 get a taste of what’s possible
👉 and want your help navigating it.
The momentum comes from leaving room for the “working together” part of the process.
Like a great pitch, the goal is to guide people into the next conversation.
Your Turn
If your prospects disappear, you may have a pacing problem.
Are you solving too much too early?
👉 I’d love to hear how you approach it.
Drop your comment below 👇