Momentum is a relative value, so you need to compare how things are now to how they were. If you are not happy with the results, here are some fast fixes:
- Meet – If email and calls are not getting the speed or quality of connection, it may be time for a face to face meeting to tighten things up.
- Give a Reason to Engage – Maybe you are not creating a reason for a higher level of involvement or faster response time. Create a trigger based upon value, information or urgency for them to change their behavior.
- Ask – Sounds simple because it is. Ask, “It seems that we are losing some momentum and urgency on this project/deal, has something changed that I don’t know about?”
More often than not, time is not on our side. If it is not, you have to take it back by getting the momentum on your side.