What it usually means
Sometimes genuine: a project, a budget cycle or a busy season is in the way. Often it's a polite way to end the conversation without saying no.
The approach
Test whether the interest is real, find out what will be different next quarter, and put a specific date in the calendar now.
What to say
1Happy to. What will be different next quarter that makes it a better time?
2Let's put something in the calendar now so it doesn't fall through the cracks. Would the second week of January work?
3Before we pause, is this a 'not now' or more of a 'not ever'? I'd rather know so I don't take up your time.
Adapt the words so they sound like you. Then say them out loud a few times before your next call.
What to avoid
- Writing "call next quarter" in the CRM without a date
- Sending a 'just checking in' email every week
- Sounding annoyed