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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  |  February 11, 2010

We are what we focus on

Got into an interesting conversation the other day that got me thinking about focus.  Someone wanted to sign up for Extreme Mini Makeovers and had a “what if” question.  I pride myself on customer service, so I jumped in and tried to figure out the best way to handle the situation.  But then my trusty sidekick, Vicky Likens, asked this billiant question:  “What are the chances of this scenario actually playing out?”  The answer:  very slim to none.  Then she went in for the kill with this:  why are we focused on figuring out the answer to something that likely won’t happen?

And that answer was even more revealing:  I was about to spend a lot of time figuring out a scenario that will likely never happen to make someone else happy.  Someone I don’t even know.  Someone who kept asking me this same question repeatedly.

Moral of the story:  it’s easy to go on a wild goose chase, especially when a potential customer eggs us on.  Don’t do it.  Not all questions deserve an answer.  Sometimes, “I don’t know” is the best answer you can offer.


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.