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No one likes the feeling of chasing. It’s exhausting, demoralizing, and — ironically — it pushes people further away.
Yet, so many businesses are stuck in this endless cycle of chasing leads, hoping that persistence will eventually pay off. Here’s the truth: chasing leads is not only ineffective, it’s damaging your business.
Chasing creates pressure, and pressure destroys trust. When you’re chasing someone, you’re essentially telling them, “I need you more than you need me.”
That imbalance of power immediately puts the other person on guard. They start to question your motives, your intentions, and even your credibility. And the harder you chase, the more they pull away.
The alternative is simple: stop chasing and start attracting. Attraction is the opposite of pressure. It’s about creating an environment where people come to you because they see value, not because you’re pushing them.
And the key to attraction is trust.
Why Trust Is Vital
When people trust you, they’re naturally drawn to you. They want to hear what you have to say, learn from you, and, ultimately, work with you.
But let’s break this down further.
To build trust and attract clients instead of chasing them you must first focus on positioning yourself as an authority in your field. This doesn’t mean bragging about your accomplishments or flooding your audience with endless self-promotion. It means sharing your expertise in a way that genuinely helps others.
Write articles, create videos, host webinars — whatever medium works best for you. When you provide real value without expecting anything in return, people notice. They begin to see you as someone who’s not just trying to sell them something, but someone who genuinely cares about solving their problems.
Second, create a process that removes pressure from the equation. Instead of trying to “close” every lead, focus on having honest, open conversations. Ask questions that uncover the truth of your potential client’s situation.
For example, instead of asking, “Are you ready to move forward?” try asking, “Where do you think we should go from here?”
This subtle shift in language removes the pressure and puts the decision in their hands. It shows that you respect their autonomy and that you’re not just trying to push them into a sale.
Third, be patient. Trust takes time to build, but once it’s there, it’s unshakable.
Think of it like planting a seed. You can’t force it to grow overnight, but with the right care and attention, it will eventually flourish. And when it does, the results are far more rewarding than anything you could achieve through chasing.
Success Requires You Stop Chasing
Now, let’s address the elephant in the room. You might be thinking, “But if I stop chasing, won’t I lose opportunities?”
The answer is no. In fact, the opposite is true. When you stop chasing, you free up your time and energy to focus on the people who are genuinely interested in what you have to offer. You stop wasting time on dead-end leads and start building meaningful relationships with clients who truly value your expertise.
And here’s the kicker: those meaningful relationships often lead to more opportunities than you could ever imagine. That’s because when people trust you, they don’t just become clients — they become advocates.
They refer you to their friends, colleagues, and networks. They sing your praises and help you grow your business in ways that chasing never could.
So, ask yourself: are you chasing, or are you attracting? The answer could change everything because the truth is that no one wants to be chased. Rather, everyone wants to feel valued, respected, and understood.
When you can create that experience for your clients, you’ll never have to chase another lead again.
Ari Galper is the world’s No. 1 authority on trust-based selling and is the most sought-after high net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives
