Resources  >> How to Attract ‘Strangers’

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  |  April 11, 2017

How to Attract ‘Strangers’

How to attract new clients

Established thought leaders know they are influential—they get plenty of incoming opportunities, and their buyers love them and refer often.

But there comes a time when these experts want more. The problem: We get into a rut and talk only to folks who love us. When our credibility is off the table, we no longer articulate what folks can do with our brilliance. We can’t explain it to “strangers.” This is the beginning of the end of many expansions.

That begs the question: How do we attract strangers to our camp? My favorite tool is what I call the flag in the ground. This is a focal point, a rallying cry that makes strangers point and say, “Whoa. I gotta have more of this!” It’s a subtle mix of recognition and surprise.


Listen: How to create your flag in the ground


To expand, we must compete for opportunities that are beyond our reputation. To broaden our influence, we must navigate in a different world in which our value isn’t assumed. Planting a flag in the ground helps folks discover your value. When buyers figure out what to do with your gifts, your credibility is off the table. Your influence expands according.


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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.