By David Gee
You’ve shown the boat. Answered all the questions. Taken them through financing options, trade-in values, and even the cupholder count. And then you hear the seven words no salesperson loves:
“Thanks―we’re going to think about it.” In a strong market, that’s annoying. In today’s market, where interest rates are high and buyer hesitation is higher, it’s devastating if you don’t have a plan.
But that pause? That in-between moment? It’s where 3 Second Selling can shine. die when they walk off the lot — it dies
Because the sale doesn’t die when when your follow-up they walk off the lot. It dies when your
feels like an follow-up feels like an afterthought. And the biggest risk? Letting the customer emotionally disconnect. afterthought .
Here’s how to keep attention alive and gently guide the decision―without pressure or gimmicks.
People rarely 'think about it' logically. They’re feeling their way through uncertainty . So, help them feel again. Reignite the spark that made them walk into your dealership in the first place.
A good follow-up reopens the emotional loop. Instead of saying "Just checking in," remind them of the dream.
Try something like, "I keep thinking about that smile you had when you were behind the wheel of that boat. Here's a short video to help you visualize what your weekends could look like."
That’s not selling. That’s storytelling. And it brings the emotion back to the forefront.
Today’s buyers are smart. They smell fake urgency a mile away. But real urgency―the kind that says, 'I’m looking out for you.’ That builds trust.
It’s not about pressure. It’s about priority. A quick call or text that says, '"wanted to let you know this model has seen a lot of action―don’t want you to miss your chance," positions you as an advocate, not a closer.
Instead of one giant follow-up email, drop quick-hit messages that add value. you ' re not
Think micro-interactions: A short walk-around video. nagging ,
A link to financing promos. you ' re
A text asking if they want to nurturing . swing by again and bring the family. You’re not nagging. You’re nurturing. You’re staying present without being pushy.
Another key? Share anecdotal stories. Social proof is powerful. Tell them about another customer who was hesitant but thrilled after buying. Let them picture themselves in that same moment of satisfaction.
If you can, use personalized details from your previous conversations. It shows you’re listening―and caring.
You can even offer new ways to engage: "Want to hop on a quick video call and do another walkthrough together?" Now you're meeting them where they are.
Remember, the goal is to stay top-of-mind until the decision becomes clear. Buyers are looking for signals. Be one of them.
And finally, follow up after the silence, too. Sometimes customers circle back weeks or months later. Leave the door open with grace. A warm, non-pushy final message like, "Still here whenever you're ready to get back on the water," can leave a lasting impression.
You don’t need to close them in one meeting. But you do need to connect in every message. Because attention is earned―and trust is built―in those quiet moments in between.
So, the next time you hear "We’re going to think about it," don’t freeze. Lean in.
Because that’s where the real selling begins.
David Gee is the host of the Boating Industry Insider podcast and former editorin-chief of Boating Industry magazine. A professional keynote speaker and consultant, David is also the creator of the 3 Second Selling platform, helping sales and marketing teams cut through the clutter and make instant, meaningful connections that drive results.