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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  |  November 06, 2012

Strategic Listening

Had to talk a client down from the ledge the other day.  What happened:  she met a more prominent thought leader who was speaking at half they fee my client was quoting.  The reason why:  buyers won’t pay more.  My client freaked out.  Her assumption:  if this big dawg can’t pull off $10,000 per speech what the heck is she doing?  Then she spun off into “I am an idiot!” mode.

Fortunately, I knew who she talked to and had the inside scoop.  The real story was that the speaker didn’t want to compete at the high level, so they sat back and took whatever they could get.  They decided it was easier to accept 50 cents on the dollar than to do what it takes to package their expertise for the $10,000 buyers.

And that’s OK.  We are entitled to define our success.  We can speak / coach / consult for whatever fee we want.  The problem arises when we compare our situation to our colleagues without knowing all the details.  Then we fill in the blanks with silly assumptions and then believe we can’t do better.

Let’s just stop this train wreck before it begins.  Let’s remember that everyone has a point of view based on their experience.  Their experience is not your experience.  Proceed accordingly.


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.