The first thing is to realize that YOU cannot force it. This is not about your product, or your price, or you. This is a response to a situation the client is encountering.
Customers freeze up. They like your product, they tell you they do, they also need it (often today more than ever or latest when things get back to normal). But they are unwilling, they are afraid to make the commitment, to sign a contract.
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Gamophobia is the “fear of commitment”, normally applied when talking about relationships. And I find this term also applies really well in this situation. The last time I saw it was back during the 2007/2008 financial crisis. And now it seems to repeat itself. Customers freeze up.
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