We continue down the customer journey. They’ve already discovered you; now comes the stage where most sales are won or lost and where almost no one pays attention: consideration. It’s that space between “I’m interested” and “I’ll buy,” when the customer evaluates you, compares you, and decides whether you’re worth it. And it’s won with a single thing done well: follow-up.
Consideration is a period, not a moment
The most common mistake is treating an interested prospect as if they were going to decide today. The reality is that consideration takes time: the customer requests a quote, compares it, checks internally, gets distracted by their own operation, comes back. During that period you don’t control their decision, but you do control one incredibly powerful thing: staying present without being a nuisance.
The sale is rarely lost because the customer said no: it’s lost because no one showed up again at the right moment and the prospect went cold.
I developed this in follow-up is where most sales fall apart; in consideration is where that truth hits hardest.
Neither hounding nor abandoning: follow-up with judgment
There are two ways to ruin this stage. One is abandoning: you send the quote and sit waiting for the customer to come to you (they won’t). The other is hounding: calling every day “to see if they’ve decided yet,” which only pushes them away.
- Always leave a next step scheduled with the customer before ending a conversation.
- Bring something to every contact: a resolved doubt, a similar case, a new condition — not just “have you decided yet?”.
- Respect the customer’s timing, but don’t disappear: silence is read as disinterest.
Why this stage falls apart without a system
Following up with one prospect is easy. Following up with forty prospects, each at a different point in their consideration, with the right next step and on the right date, is impossible from memory. Without a place where all open deals live along with their next action, follow-up becomes selective: you follow up with the one you remembered, not the one who was due. And the ones you forget are sales that go cold in silence.
How Mexus CRM sustains it
Here a CRM stops being optional. In Mexus CRM, each prospect in consideration is a deal with its stage and its next scheduled activity; you see at a glance who is waiting for a response, who you haven’t contacted in days, and what needs doing today — without it depending on your memory. You provide the follow-up judgment; the CRM makes sure none of them slips through the cracks. If you want to see it, you can create your account.
In the next post we reach the moment of truth: what makes a prospect in consideration finally buy from you.
Consideration isn’t won with the best price: it’s won by being present at the right moment, with a next step always scheduled.
Frequently asked questions
What is the consideration stage in the customer journey?
It’s the period in which a prospect who has already discovered you evaluates and compares you before deciding. It’s not a single moment but a span that can last days or weeks, and it’s won or lost depending on the quality of your follow-up.
How often should I follow up with a prospect without hounding them?
There’s no fixed formula, but the rule that does work is to always leave a next step agreed on with the customer and bring something of value to each contact, instead of just asking whether they’ve decided. That way you stay present without becoming a nuisance.
How do I keep from forgetting prospects in consideration?
By keeping all open deals in one place with their next action scheduled. From memory it’s impossible to follow up with dozens of prospects at once; a CRM like Mexus CRM shows you who’s due for follow-up today so none go cold from being forgotten.
Want to see how Mexus CRM solves it?
Create my account