You send the quote. The silence starts. And your brain fills the gap with the worst possible story.
Here are the five stories I hear most, and what's usually going on instead.
Myth
"If they were interested, they'd have replied."
Reality
Your prospect wears a lot of hats. Your proposal landed between a staff issue and a supplier problem. From the outside, interested and busy look exactly the same.
Myth
"Following up makes me look desperate."
Reality
Following up with something useful makes you look organised. Desperate is the fourth "just checking in" with nothing new to say.
Myth
"They've gone with someone cheaper."
Reality
Sometimes. More often, they've gone with whoever made the next step easiest.
Myth
"If I push, I'll annoy them."
Reality
There's a difference between pushing and helping. "Is this still on your list?" is a kindness. It lets them tell you where things are at without an awkward conversation.
Myth
"It's a numbers game. Some just go quiet."
Reality
Some will. But if half your quotes vanish without a word, that's not the numbers. That's a leak.
So how do you tell which it is?
You ask. Kindly, usefully, and more than once. Here's a simple rhythm with the actual words.
Sally Jones
Founder of Fernforge Growth Advisory. 15 years delivering systems for organisations large and small, with a background in organisational psychology. Based in Levin, working across New Zealand and Australia.