To avoid weeks of follow-up as a freelancer, learn this sales trick from Rob O’Rourke.

In my first year of freelancing, I went from selling $200 websites to $20k+ websites.

Here’s a sales trick I used to figure out what clients actually wanted:
 
Give two extreme options and see which way they lean.
 
“Do you want to pause this idea completely and come back when timing is better, or do you want to try to get started on this in the next week or two?”
 
This gets them to lean one way or another – either a clear out or a clear in. No middle ground where they drag you along for weeks.
 
Look – people don’t want to be rude. If your only option is saying yes to what you’re selling, they’ll often stall forever to avoid directly saying no.
 
But when you give them an easy exit, they’ll tell you where they actually stand.
If they take the out, you saved weeks of follow-up.
 
If they choose to move forward, you know they actually want to work with you.