Tag Archives: benefit

Are You ConTENT? Balance Your Critical List With Your Prospects’ Critical Lists

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Normally I talk about CONtent, but today I’m talking about conTENT. (OK, a little bit about CONtent also.)

There are many prospects that may be CRITICALLY IMPORTANT (the highest of my three levels of importance) to your firm—perhaps too many. You can reduce your firm’s list of critically important prospects without losing them altogether. The extra time you receive benefits your firm and your TRUE critically important prospects. And eventually the other prospects may come around anyway.

Let them

You may pursue a prospect because you perceive they have a need. For example, there are identity/biometric companies that have not blogged in over a year, and these companies obviously have a need to increase their visibility with their own prospects by blogging.

But what if the identity/biometric prospects are not HUNGRY to satisfy that need? (Hungry people = true target audience.) Addressing the need may even be “important” to the prospects—but not CRITICALLY important.

  • Now I can create (and have created) content addressing this need and how to fill it. If a prospect searches for this content, they will find it.
  • I can even proactively initiate direct contact with these prospects, and maybe even contact them a second time.

But in most cases a prospect may respond with a “not interested” message—if the prospect even responds at all.

From https://www.melrobbins.com/.

Mel Robbins has a response to this.

“Let them.”

When you “Let Them” do whatever it is that they want to do, it creates more control and emotional peace for you and a better relationship with the people in your life.

From https://www.melrobbins.com/podcasts/episode-70.

If the prospect is not hungry for your services at this time, let them.

Trying to feed a non-hungry person can have catastrophic consequences. From https://flish.uk/blog/external/2019/09/have-you-seen-the-entire-mr-creosote-sketch-from-monty-pythons-the-meaning-of-life.

And at the same time move the prospect from your “critically important” category down to your “important” category. Focus on the critically important prospects, and be content (conTENT) with them rather than stressing out over the uncontrollable prospects.

But don’t eliminate the merely important prospects entirely, because some day they may become hungry for your services. Continue creating content (CONtent) such as your own blogs, plus social media without messaging the merely important people directly. When they DO get hungry, they will emerge from your trust funnel and contact YOU, asking for your services.

Becoming conTENT

What happens when you, in the words of Mel Robbins, “let them”?

You’re focused, your true critically important prospects are happy that you’re paying attention to them, your merely important prospects are happy that you’re no longer pestering them…

…and everyone is conTENT.