Resources  >> Why your advocates can’t help

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  |  September 08, 2009

Why your advocates can’t help

When the going gets tough, the tough start networking. I see a lot of experts reaching out to their advocates this year, but not a whole lot of deals coming through as a result.

Here’s the deal: Many budgets moved up the food chain, so advocates who could hire you in the boom times no longer have that option. Many experts punt by asking for referrals or to “pass along” the information to the new buyers. That rarely works. New buyers have their own sources. And when they don’t know you, the first question becomes about price. And in the heat of competition, bargains can be had.

Bottom line: advocates play a variety of roles now and going into 2010. And that’s what I’m drilling down on in next week’s Here’s The Deal call. Here’s the link; hope you can join us.


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.