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 | July 09, 2015
Why You Should Not Help Everybody
Here you are, hanging out in your office getting things done and all of a sudden the phone rings. Somebody read your article, heard you speak, or has been following you for a while and they are ready to talk.
Before we do that happy dance, let’s keep in mind that not all potential clients are created equal. In this article I wrote for RainToday, I outlined the two kinds of prospects you should jump through hoops for and the ones you should get off the phone and get back to work.
Here’s what I didn’t say in the article: when we try too hard to help someone who isn’t ready, gratitude is the last thing we get back. On our end, we think we’re helping. What it looks like in the receiving end: either we are “pushy”, or our help has an agenda. Neither belief gives us the inside edge.
Yes, I know it sounds harsh. But here’s the deal: it’s not our job to make someone “ready”. The best we can do is to not solve the problem, but instead be a stepping stone on their journey. When they are ready, we can have a real conversation.
Other Resources You Might Like:
- Fishing For Clients: Sometimes You Have to Cut the Line
- Dodging Bullets: 3 Questions to Ask Before Taking On Any Client
- B2B Firms