Written by: Vickie Sullivan | April 05, 2018
Stop Giving Away All Your Ideas
Between content marketing, social media, and public speaking, thought leaders are asked to give away their brilliance all the time. And that’s OK. These are the best places to open up the kimono.
But what about sales conversations? Well, that can be tricky. You want to give enough value to help the prospect understand why you’re the best option. But if you give away too much, they can be so overwhelmed with information that the urgency to act goes away.
How do you know when you’ve given too much? Here are two responses that let you know you’ve gone over the line:
• When the prospect says, “Wow, you’ve given me a lot of ideas. I need to digest all of this and get back to you.”
• When the prospect gets back to you and says, “Ya know, we’re going to handle this in-house.”
Listen: What ideas you should give away and which ones you should get paid for
As thought leaders, we love our ideas and want to serve. But is it “service” when the prospect is so overwhelmed that they make decisions that will hurt them later? Nope. That’s why we need to distinguish between ideas that help and when too much information can hurt.
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