BRX Pro Tip: When You have a Hammer, Everything Looks Like a Nail

BRX Pro Tip: When You have a Hammer, Everything Looks Like a Nail

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, I have heard this before and it is so true and it’s definitely worth revisiting. When you have a hammer, everything looks like a nail.

Lee Kantor: [00:00:17] Yeah, I see this kind of come to fruition on LinkedIn all the time. I can’t tell you how many people connect with me on LinkedIn, and their first move is to sell me something in the literal second message after we’ve connected. It’s because I fit some profile and they have some solution. They don’t know if I have that pain. They don’t know if I need that solution. But because I’ve met some kind of criteria, they assume I have that solution that they have.

So, they’re not gathering any information to see if I’m a good fit as a prospect. They’re just making assumptions because they have a solution that solves problems for people that sometimes look like me. So, they’re assuming that I’m a good fit and that they’re saying I should buy their service. So, they don’t know me, they don’t know if I’m a good fit. They don’t even know — it’s not even the appropriate time to make a recommendation yet.

So, what they think they’re doing is, you know, prospecting to leads. But what they’re really doing is creating a negative connotation between their brand and me. So, if you’re not a good fit, you should tell people you’re — they’re not a good fit for you and help them find the solution that can help them. But you won’t know that until you have a conversation with them to determine that. Don’t make assumptions and don’t move too quickly to recommend before knowing what a person’s problem is.

So even though you might have a great solution, you can’t skip the step of getting to know someone first to see if your solution is right for them. So, the clearer you can be regarding who is a perfect fit client and who is not will help you sell more. And don’t prematurely assume that someone is the right fit before having a conversation. So, when you have that hammer, everything looks like a nail, but not everything is a nail. So, you’ve got to get to know people before you can make a recommendation.