Stop Training Puppies (and Problem Prospects)

Why It’s Time to Let Go of Leads Who Aren’t Ready—and Start Focusing on Those Who Are

The Puppy Problem

Picture this: It’s 7:30am. You’re sipping coffee, trying to get your head into the day, when you look out the window and see your neighbor being dragged down the sidewalk by a floppy, golden-furred ball of chaos.

The puppy? Adorable. The behavior? Absolute madness.

She’s out there rain or shine, repeating the same commands over and over—“Sit.” “Heel.” “Leave it.”—while the dog barrels toward every squirrel, plastic bag, and neighbor with a toddler. It’s entertaining. It’s exhausting. And some mornings, it’s a perfect metaphor for business.

Because let’s be honest: You’ve probably had a prospect just like that dog.

They come in all excited, tail wagging, promising the moon. They fill out your intake form. They book a discovery call. They love what you’re saying. “This is exactly what I’ve been looking for.”

And then…

• They reschedule their next call—twice.

• They say they’re ready, but ask to “circle back in a few weeks.”

• They ghost you for a month, only to pop back up with new questions and no answers.

• They need “just one more proposal to compare.”

Suddenly, your calendar is full, but your pipeline isn’t moving. You’re chasing someone who should have been moving forward—and instead, you’re stuck repeating yourself like a broken record.

The Hidden Cost of Misplaced Energy

Here’s the hard truth: every minute you spend “training” an unready lead is a minute you’re not spending on someone who’s actually prepared to move.

Think about it.

• You’re prepping follow-up emails for someone who hasn’t shown up for three calls.

• You’re rebuilding proposals based on vague feedback and imaginary budgets.

• You’re emotionally invested in a deal that isn’t even real yet.

It’s exhausting. It’s frustrating. And worst of all—it’s avoidable.

Why We Fall For It (And How to Stop)

Problem prospects don’t show up with red flags and warning signs. They show up with charm. With potential. With just enough enthusiasm to get you hooked.

They sound promising. They look like the perfect fit. But pretty soon, they’re chewing through your time, energy, and mental bandwidth—and you’re the one left holding the leash.

At Appointments by Design, we see this happen with clients all the time—especially contractors and service-based businesses who are used to hearing “just give us a quote” on the first call. Those leads might convert eventually… but they’re usually stuck in “maybe.”

So we flipped the script.

Instead of chasing the unready, we focus on identifying the right people before the call even happens. We’re not trying to convince anyone. We’re looking for business owners and decision-makers who already know something needs to change.

If you’re still explaining why they need your service—you’re already behind.

The Best Prospects Don’t Need Convincing

Here’s what qualified leads sound like:

“We’ve been struggling with XYZ and need a new solution.” “Our current provider is dropping the ball.” “We’re actively reviewing vendors right now.” “We have budget allocated for Q4—can we talk next week?”

These are the people who:

✔️ Know their pain points ✔️ Have the authority to make decisions ✔️ Are ready to talk solutions—not just shop prices

We’ve helped our clients land commercial contracts this way—not by flooding their calendars, but by targeting decision-makers who are already halfway to yes.

Just last quarter, one of our clients closed a $60K facilities contract… 48 hours after losing a $48K one. Why? Because their pipeline was full of prospects who had already been warmed, vetted, and prepped to talk business. No begging. No chasing. Just real conversations.

You Can’t Force Readiness

One of the biggest shifts we help our clients make is recognizing when a lead just… isn’t ready.

It’s not your job to drag them across the finish line.

• If they ghost you twice, they’re showing you their priorities.

• If they say “next quarter” every quarter, they’re not serious.

• If they need to be talked into a conversation, they’re not going to commit to the project.

Let them go.

Or better yet—never start chasing them in the first place.

So What Do You Do Instead?

Here’s what we do at Appointments by Design:

• We get clear on who your best-fit clients actually are—not just who says they’re interested.

• We build strategic, relationship-first outreach campaigns—not blast-and-hope call lists.

• We only set meetings with people who match your ideal profile—not people who need convincing.

• We prioritize warm, ready-to-convert conversations over “just get me on the calendar” metrics.

That’s why our clients close faster, stay longer, and see more revenue per contract.

Final Thought: Are You Managing Leads… or Babysitting Them?

That puppy next door? He’s still cute. Still bouncing. Still dragging his owner across the sidewalk.

But you? You’ve got a business to run.

You don’t need to waste time managing leads who can’t sit, stay, or commit. You need a pipeline that fills itself with qualified, prepared, professional prospects.

And that’s what we do.

Ready to Build a Better Pipeline?

If you’re tired of chasing prospects who keep slipping the leash, let’s talk.

📞 Book a call now Let’s fill your calendar with people who are actually ready to work with you.