Resources  >> Stay Out Of The Mud

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  |  February 19, 2013

Stay Out Of The Mud

A client-turned-friend called me the other day, ranting about a conversation she just had.  The prospect wanted to work with her soooo bad…but just didn’t want to pay the price tag.  When she wouldn’t reduce her fee, the prospect got irritated.  Have you ever gotten the “OMG, you are just too expensive!” response?  My bet:  all the time.

Here’s my theory:  People want what you have.  They love your mindset, your approach to results.  They just don’t want to get out of the mud hole of their limited thinking to get it.  So the next best thing:  They ask you to get into the mud hole with them.  If you agree, it’s a double-win for them.  They can get your help without getting out of their comfort zone.

What they don’t (and you do) understand:  using what you have to offer requires them to get out of their comfort zone.  They have to so they can implement what you suggest.  Their “muddy thinking” will apply your ideas, your recommendations in ways you could never imagine (and not in a good way).

And guess who these clients will blame for not making it work?  Not them.  You.  So the next time someone cops an attitude about your fees, ask yourself:  why am I willing to get so muddy?  What is there really to gain here?


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.