Your Pipeline Has An Urgency Problem

Sort your pipeline by urgency, not interest

1. 🗂️ Score your last 20 conversations.
Give each lead a yes or no for awareness, alignment and urgency. Three yeses go to the top of your list. Everyone else moves to nurture.

2. ❓ Ask the urgency question on every call.
What do you want to achieve, by when, and why? If they can’t name a date, they’re not urgent yet.

3. 🚨 Know what makes your buyers urgent.
Write down 5 moments that turn “someday” into “right now” for your customers, like a new CMO, a lost client, fresh funding, a rebrand, or a missed quarter. When those moments hit, be the first call.

4. 🌱 Build a “not now” nurture for the other 95%.
One useful touch a month like a quick insight, a case study, a relevant post. You want to be the name they remember.

5. 📅 Turn every “we’ll call you” into a calendar reminder.
Set a 90-day check-in for each one. Don’t wait for them to remember you. They won’t.

Hear more about this in Nora’s episode below.

How do you grow a service business when everyone is competing for the same clients? Chris and John sit down with Nora DiNuzzo of Blood Sweat & Tears and Pitcher to talk about it. Her pitching and growth work has helped businesses bring in over $200 million and she is an expert in all things agency growth. Tune in.

Now is the perfect time of year to talk growth! We are offering free, 30 minute strategy sessions to the first 10 Please Advise readers that want it. Book here.

Warmly

Your website is full of urgent buyers. Most of them leave without saying a word.

Warmly shows you who’s visiting your site. It tracks what they looked at and how often they come back, then helps your team reach out while the interest is still hot.

• 🔍 See who’s really on your site. Identify visitors at the person level so you know exactly who’s checking out your pricing page.

• 🔥 Spot urgency in real time. Signals like repeat visits, pricing page hits and time on high-intent pages show up in seconds.

• 🧩 Connect the dots. Website activity, LinkedIn engagement and third-party research intent come together in one view.

• ⚡ Act fast. Get Slack alerts the moment a high-fit visitor lands, or build personalized outreach automatically.

TRY IT NOW