Pride and Prejudice
There’s a saying attributed to Xenophanes observing that if horses and cattle were asked to draw pictures of God, they would draw pictures of horses and cattle.
If you ask an insurance agent for an investment vehicle, the agent will suggest insurance. If you ask a trainer for the best way to develop employees, the trainer will suggest a training program. If you ask a manager at American airlines for a good airline…well, you get the idea.
Social media marketing gurus assure us that we can all improve our marketing by following their advice for social media, irrespective of our products, services, or potential clients. PR firms believe the answer to all ills is more PR.
What we all need is objective, non-aligned advice from true and independent experts. Someone who solely gives me investment advice, and doesn’t represent a variety of vehicles for sale, will provide me better quality advice than the person with their own products on the shelf. A true marketing expert will help me far more than someone wedded to social media. A great ski instructor shouldn’t be trying to sell me skis or vacation packages in Vermont.
I admire people who take pride in their work and believe in their own alternatives, but not to the extent that I want to follow clearly biased advice. I’ve told people that they don’t need me, or don’t really need help, or I’m not the right one for them. That’s because I try to keep in mind their best interests and not my own. I’m not here to “sell” I’m here to help.
Be careful about the sources to whom you listen. Are they trying to help you or hawk their own wares? If you asked them to draw success, would it look like their success or yours?
© Alan Weiss 2014
Tim Wilson
Being there to help for me is key. For a while I felt that I had to provide a solution based on some type of methodology. It worked for a while but I always felt I was missing the mark of what the client really needed. I’ve changed my approach. I realize that methodologies and techniques I read about are for me to synthesize and place in my tool box. But if I’m to truly provide value I have to listen to the prospect before I offer any solution. As you pointed out I may not be the right person who can help them. Letting them know that is better for me and them. I want to help, not sell off the shelf products or force fit a methodology that won’t improve their condition.
alan weiss
Well said.
Peter McLean
We are in professional services. Despite the fact that it’s right there in the name of what we’re meant to do, it’s too easy for people to miss the service part.
Steve Kravitz
This reminds me of when I was in Little Italy, NYC, and wanted to find the best Italian sausage and pasta for dinner. Where did I go? Why, the best Italian bakery, of course!!
Dr Maharaja SivaSubramanian N
I do that a lot Alan, I mean the ones that you do. I tell clients who are ready to pay me also that I will first like to know what they really want and if I am the right person as a consultant and they are right as my client and its a good match. If not, I share a couple of free resources from my website, etc and tell them what exactly to look for and wish them good luck.