If you have children, or have ever entered a room with children (or adults who behave like children), you’ll be familiar with what I like to call I-am-the-Center-of-the-Universe-itis.
This affliction causes the person afflicted to behave as if everything revolves around her little world. Wander into her orbit and you are assumed to be there to visit, listen to or cater to her every whim. And why not? She is the star of her universe and you are a mere nomadic satellite.
When you stop chuckling, consider how you market to your prospects…
Do you assume they have wandered by your trade show booth / website / 3 foot bubble of networking space because they desperately want to know all about you? Do you hand them your business cards / marketing collateral / price lists immediately upon meeting them?
Don’t worry. You’re not alone.
We all suffer from varying degrees of I-am-the-Center-of-the-Universe-itis. We make assumptions about why a prospect has wandered into our marketing orbit. My best advice? Don’t assume. Instead, ask where he was going. You may find that you can help him get to where he was headed. And you may just get to tell him your brand story along the way.