When your prospect likes an idea, chances are a lot of your prospects will like it too.
When you have an epiphany or insight
That elicits a response from members of your prospect list
That’s a key indicator
That you’re now on the same wavelength
As what your prospects need
Which means that the sooner you launch your product or service
The faster they’ll climb aboard.
See if this helps:
Daniel Pink’s “To Sell is Human” provides this take:
“The purpose of a pitch isn’t necessarily to move others immediately to adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you. In a world where buyers have ample information and an array of choices, the pitch is often the first word, but it’s rarely the last.”
The fact that it’s not The Last Word
Gives you time to pitch a less than totally baked idea
And include your prospect in its creation
Before you chicken out
And come up with reasons
Why it’ll never work.