The Futur with Chris Do – Episode 354: How Long Should It Take to Close a Client?

Release Date: June 12, 2025

In Episode 354 of The Futur Podcast, hosted by Chris Do, the discussion centers on the crucial topic of client acquisition – specifically, the time it should take to close a client. This episode delves deep into the dynamics between service providers and clients, exploring the factors that influence the sales cycle, the psychological barriers creatives face when discussing money, and actionable strategies to streamline the client-closing process.

1. Understanding the Sales Timeline

Chris Do begins by emphasizing that the time it takes to close a client varies significantly based on several factors:

• Size of the Engagement: Larger projects, especially those in the six to seven-figure range, naturally require a longer sales cycle. Clients need ample time to conduct due diligence, verify the service provider’s credibility, and assess the value proposition.

  "The larger the size of the engagement, especially mid six figures to seven figures, it's going to take a lot longer for you to close the sale." [04:30]

• Nature of the Problem: Drawing an analogy, Chris compares straightforward issues like a toothache to more complex ones like internal organ problems, highlighting that the complexity dictates the urgency and approach in decision-making.

  "If you're dealing with something straightforward like a toothache, the procedure should also be straightforward. But for something as serious as an internal organ issue, we should not rush into any prescriptive action." [00:00]

2. The Challenge of Discussing Money

A significant portion of the episode addresses the discomfort many creatives experience when broaching the topic of money with potential clients:

• Self-Worth Issues: Creatives often tie their self-worth to their pricing, fearing that rejection of their rates equates to personal failure.

  "They have challenges about self-worth, and they want to delay the money conversation as long as possible because they feel that if they say the number and the clients say no, it's going to be not just a rejection of the proposal, but it's going to be a personal rejection." [10:15]

• Ghosting Phenomenon: By avoiding early financial discussions, creatives risk clients "ghosting" them post-proposal, leaving them feeling undervalued and confused about the sudden silence.

  "You'll work hours, sometimes days, on the proposal, you'll send it to them, and you'll never hear from them again. We unfortunately refer to this as ghosting." [12:45]

3. Shifting Perspective: Buyer vs. Seller

Chris encourages creatives to adopt the buyer’s mindset to better understand client hesitations:

• Client’s Financial Considerations: Clients constantly assess affordability, necessity, and the right fit, even if they don't vocalize these thoughts.

  "You're probably sitting there thinking about money. Can I afford this? Is this more than what I need? Are you the right person for me?" [15:00]

• Internal Budgeting Dilemmas: Once presented with a price, clients may hesitate due to pre-existing budgetary constraints or unforeseen complexities, leading to delayed decisions.

  "They're stuck with the dilemma of what do I do now? I've already wasted all this time talking to Bob or Mary. Do I want to really call them or send them a whole letter?" [17:20]

4. Strategies for Effective Client Closure

To mitigate prolonged sales cycles and reduce the risk of ghosting, Chris offers several actionable strategies:

• Be Transparent Early: Clearly communicate your services, timelines, and especially your pricing from the outset. This transparency helps both parties assess compatibility early on.

  "You owe it to yourself to be super clear upfront about what it is that you do, how long it's going to take, and especially how much it's going to cost." [22:10]

• Value-Based Pricing Caution: While value-based pricing is an advanced strategy, Chris advises beginners to establish a baseline rate and allow room for customization based on client needs.

  "Just sit down and think, what should I charge for work like this? And build a little bit of flexibility in your language." [24:05]

• Power Tip for Budget Discussions: Introduce budget conversations respectfully to save time and avoid misalignment.

  "Out of respect for your time and mine, I'd like to discuss the budget upfront so that if it's not a good fit, we don't have to waste time." [30:40]

• Assessing Client Fit: Determine early if there's a mutual fit based on budget, scope, timeline, and chemistry. If not, gracefully redirect to more suitable service providers.

  "If at any point it doesn't feel like it's a good fit, then you should tell them." [27:50]

5. Non-Verbal Cues and True Intentions

Chris underscores the importance of reading a client’s non-verbal signals to gauge their genuine interest and commitment:

• Body Language Insights: Reference to Vanessa Van Edwards highlights that the body communicates true feelings, even if words say otherwise.

  "The body lives in reality. It's only the mind that lives in imagination." [33:15]

• Trusting Instincts: Pay attention to discrepancies between verbal affirmations and physical cues to make informed decisions about moving forward with a client.

  "When the body says no but the mouth says yes, that's telling you something is not connecting." [35:00]

6. Conclusion and Final Thoughts

Chris wraps up by reiterating the importance of clarity, honesty, and professionalism in the client-closing process. By addressing budget and scope transparently, creatives can foster more meaningful and productive client relationships, ultimately leading to better business outcomes.

"Trust the body before you listen to the words." [35:45]

As the episode concludes, Chris Do reflects on the shared insights and encourages listeners to implement these strategies to enhance their client interactions and business success.

Key Takeaways:

• Early Transparency: Discuss budget and scope in the initial conversations to ensure alignment and save time.

• Overcoming Fear: Address self-worth issues that hinder open financial discussions to build confidence in pricing strategies.

• Client Perspective: Understand the client's decision-making process to better tailor your approach and anticipate objections.

• Non-Verbal Awareness: Pay attention to body language and tone to assess true client intentions and readiness to commit.

• Flexible Pricing: While value-based pricing can be effective, starting with a clear baseline rate allows for customization without overcomplicating negotiations.

This episode serves as a comprehensive guide for creatives and service providers aiming to refine their client acquisition process, reduce sales cycle times, and foster more transparent and effective business relationships.