Most people make the mistake of jumping right into a conversation by selling.

Today, on my blackboard, I wrote “Serve, Don’t Sell”.

First, you need to develop a trusted relationship with your audience.

Then provide value to them through information, assets and network introductions.

Determine if you can help them with a business pain they have and if your solution fits.

If everything is aligned, you will have a new customer. If it is not a great fit, then you still have a relationship with your audience and there may be opportunities in the future. Your audience can also become brand advocates without buying from you.







  • Hank Hoffmeier

    Hank is an author, speaker, podcast host and Sr. Manager of Marketing Operations at Kickbox, a Ziff Davis company. With a passion for all things digital and social, combined with more than 25 years of experience in sales and marketing, he has been dubbed the Digital Marketing Infotainer because he makes marketing fun and successful.