Some say at the first buying signal, go for it.
Others, say wait until they are fully committed, don’t chase, and make them ask for it.
I say know what you’re selling and to who.
It’s kind of like tomatoes and oranges.
If a tomato has some color, in it, just give it a few days on a windowsill, and it will continue to ripen.
Same with bananas, peaches, and lots of climacteric fruits.
If you don’t do this with avocados, you’ll probably miss the one day when it’s neither a bitter brick nor brown mush.
But oranges are different. Like a lot of berries and watermelon, once you pick them, that’s it. They aren’t going to ripen up anymore.
The sugar may concentrate some, but they’ll go mealy and rot before actually making any more.
Depending on your business, your clients may be the same.
They don’t have to be 100% certain.
They are willing to take a risk with you.
And once they get to experience your service, it will be sweet and worthwhile.
They grow into it.
In other businesses, the clients know exactly what to expect. Or they really do need to have specific prerequisites in place to be able to realize the full value.
If you close and try to onboard them too early, the experience will start off sour, never sweeten, and eventually spoil.
Know your clients, know your service, and understand what it takes for them to get value.
#PlanTheHarvest #clientcultivationcycle #pollinatorpodcast #smallbusiness #marketing #sales #strategy #entrepreneur
