Stop Chasing, Start Attracting: Why Focusing on Growth-Oriented Prospects Yields Better Results

The age-old sales mantra "Always Be Closing" is finally being challenged — and rightfully so. In today's saturated and skeptical market, chasing uninterested prospects isn't just inefficient; it's scientifically and strategically counterproductive. Instead, aligning yourself with individuals and businesses already seeking growth and transformation leads to stronger relationships, higher conversion rates, and scalable success.

Let’s explore the science and entrepreneurial wisdom behind this smarter, more effective approach.

1. The Science: Psychology & Sales Performance

The Role of Receptivity in Human Decision-Making

Neuroscience tells us that people are neurologically wired to resist persuasion when they feel forced or manipulated. According to a study published in Psychological Science, when people feel pressured, they experience a psychological reaction called reactance — a defensive mechanism that makes them resist even beneficial ideas.

“When someone feels their autonomy is threatened, they push back. This is a biological reflex.” — Dr. Jack Brehm, Reactance Theory

Translation: Chasing people who aren’t interested actually makes them less likely to engage.

Data from Sales Research

According to HubSpot’s Sales Enablement Report, 61% of buyers say salespeople provide irrelevant information when they’re not ready to buy. On the flip side, those who express intent or curiosity are 3x more likely to convert — provided they feel heard and guided, not chased.

2. Entrepreneurial Proof: Success from Serving the Willing

Seth Godin on “Permission Marketing”

Seth Godin famously contrasted interruption marketing (chasing) with permission marketing — engaging only those who raise their hand. His thesis: “It’s better to talk to 10 people who want to hear from you than scream at 10,000 who don’t.”

He built multiple successful ventures around this principle. His approach? “Don’t find customers for your product; find products for your customers.” aka —focus on your prospects' needs and then provide the solution that your product offers for that need.

Naval Ravikant on Leverage and Filters

AngelList founder Naval Ravikant emphasizes the importance of leverage and filters in building any scalable business.

“If you're chasing people, you're not filtering. And if you're not filtering, you're working with people who aren't ready or willing to grow. That means you’re wasting your time.”

Filtering for those who are ready — those already in motion — is a key trait of top-tier entrepreneurs. Make sure you are enrolling the right people.

Dan Martell’s SaaS Success Model

Growth expert Dan Martell teaches that you should only sell to people in “active pain.” His customer success framework advises filtering for:

• Those already searching for solutions

• Those investing time or money to solve problems

• Those with high personal or professional growth goals

Trying to convince someone who doesn’t yet care is a slow road to burnout. Like Mike Hernandez (the reason I do this business) says, sometimes people will NEVER move until it is so hot and bad where they are that they have no choice but to run across the coals.

3. The Flywheel Effect: Compound Gains from Serving the Right People

When you align with individuals or businesses who are growth-minded, a flywheel begins:

• Faster onboarding

• Richer word-of-mouth

• Higher retention & loyalty

• Better referrals

This is the opposite of high-churn, low-morale sales cycles driven by convincing the unready.

Final Thought: You Are Not in the Convincing Business

You are not a chaser. You are not a persuader. You are a partner in transformation.

Trying to pull people who aren't yet ready slows down your progress and theirs. But when you commit to serving those who are already moving forward, your work becomes easier, more fulfilling, and far more impactful. At a recent event in Mexico, a corporate executive asked me how I spend my time with my team—specifically, how I decide who gets my time and how much of it. I told them: I don’t decide—my team does.

I give everyone access to a booking link to my calendar, empowering them to choose how much time they spend with me. They decide the level of mentorship they want and, ultimately, take ownership of their own growth. I simply make myself available.

Action Step:

Audit your prospect list. Who’s raising their hand? Who’s already searching, building, or asking? Who is looking for opportunity? Double down on them. The rest? Let them go —for now. Add them to your pending list. When they’re ready, they’ll come back. I’m not saying to cut them off entirely—I’m saying your time is far better spent on those who are already taking action.

Check out this video to hear from RJ Ledesma. He shares practical stories and entrepreneurial insights, emphasizing the importance of positioning yourself where progress is happening—rather than trying to push interest where it doesn't exist.