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Help First, Sell Second
Let’s face it, “being sold to” is SO 20th century.
One of the greatest lessons you can learn in business today is that the best way to let someone know you can help them is to just help them! In other words, give them a tip, give them a tool, give them a trick, then explain to them exactly how to use it and when to use it. Tell them how to do exactly what they are trying to do. Tell them how to start, what to think about first, things to consider or give them something that changes their trajectory that they never thought about before.
Give that information away!
When people choose to try what you gave them, assuming you have good information, they are going to find success. It’s going to help them! And when that happens, chances are they’re going to come back to you for more. When they come back for more, that’s where there is opportunity to discuss how you can help them in a professional capacity (i.e. get paid). They already know your value, you don’t have to “pitch” them.
You have got to be able to put the pitch aside if you want to engage effectively.
One of the most powerful pieces of advice I ever received to “get obsessed with giving away your content, and being paid for consulting and speaking.”
