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For Impact | The Suddes Group

Daily Nuggets: A For Impact Blog

No More Cultivation Visits


I cringe when a development professional starts a visit preparation discussion with the declaration, “This is just going to be a cultivation visit.”
 
There should be no such thing as ‘a cultivation visit’!!! And, certainly not ‘JUST a cultivation visit’! It suggests the visit is limited only to the realm of relationship BUILDING.
 
This framing is not consistent with the thinking and vocabulary in a Sales Culture For Impact.

Are there times when it might be premature to ‘ask’? Absolutely! But the intent… the mindset… the goal… should never be to ‘just cultivate.’ 

In these situations, we should make it our goal to communicate and inspire so that more prospects ask, “How can I help?” Then, we need to be ready to answer that question — even on a first visit!

See also: Stop Cultivating and Start Communicating