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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  August 08, 2017

2 Steps to Sharpen Your Message

2 Steps to Sharpen Your Message

A lot of business owners know the value of sharpening their message. They search for just the right words that will help them stand out in networking meetings and exploratory sales conversations.

This is a two-step process.

First, aim for clarity. We’ve all seen people introduce themselves with clever wordplay that creates confusion. If folks aren’t clear about what to do with you, they won’t spend time to figure it out.

Now that folks are clear, you have to show why you are different. Why you are worthy of consideration. Too many of us don’t take this second step because we don’t really know what the buyer values most. (Here’s a hint: It’s not your methodology or track record. Even low-fee options have a process and a fan club.)


Listen: My favorite tactic to be clear and compelling


Yes, clarity is important. But don’t stop there. If you want to stand out, you have to be compelling. Remember: Clarity is the standard, not the differentiator. To stand out, go to the next step and be compelling.


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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.