Continuing the conversation

We had a client call this week where we received positive feedback on the tool but the overall attitude seemed to be that the client wasn't ready to move forward. Towards the end, we asked what barriers there were to moving forward. The client stated primarily just one thing that had come up earlier in the call. That one thing happened to be something we could easily support, and by explaining we could support it, we were able to schedule a follow-up call.

I think the key is to take each client individually and don't assume you know what the blockers are for them specifically. By asking a simple question, you can avoid throwing in the towel too soon.