Why would I help a customer that’s not paying? The reason might surprise you

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I just received an email. It was from a woman building a website, and wanted help with AWS. She wondered if I might be able to provide any assistance.

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Having a popular publicly facing blog, I get a lot of leads that seem to come out of thin air. This is the good problem of publicity. ๐Ÿ™‚

I followed up with her and asked what she was building. “Nothing” she explained, I just want to learn about AWS. I was a little confused at first, but as we talked further, it seemed she was just beginning to branch out onto the wild world of the internet, and didn’t know where to start.

I explained that to build an e-commerce site, she could use a service like Shopify, and would likely not need to use AWS directly, and certainly wouldn’t have to learn it. That might take five to ten years learning computing first!

I realized I was telling her she didn’t need the services of someone like me, and further giving her half of a solution. Though I couldn’t help her build a product, the information could surely help her sell it.

Then I thought to myself, why would I do that? Why give away your time & advice for free?

1. Find time to followup

LESSON: a quick call is always worthwhile networking

Yep it’s true, I’ve learned over the years it’s always worth your time for a quick call. I even talk to recruiters on occasion though I don’t work with them.

You’d be surprised how often you learn from someone, especially when they don’t work in your domain. You learn from the way they frame questions, how others might view or search for you. You learn how better to explain & sell your services to future customers too.

Also: When clients don’t pay

2. Be helpful

LESSON: Provide some real help or value

In a call like this one, it costs me very little to “drop some knowledge” as the cool kids like to say. ๐Ÿ™‚ Sure my time is worth something, and yes I’m giving something away for free. But in this case it was someone who currently doesn’t have the budget for my services so isn’t my target audience anyway.

Read: When you have to take the fall

3. Pay forward

LESSON: Always be networking

Be patient. As Keith Ferrazzi likes to say “Never Eat Alone”! I’ve taken hundreds of calls like this one over the years, and some later get funded & call me back. They’re eager to put me to work, already sold on my integrity & personality.

What’s more she may run in different circles than I do, bump into a colleague or recommend me at some point. If your openness really stands out, it’ll leave a memorable impression long into the future.

In a place like New York where we’re often singularly focused on profit & personal gain, it’s easy to stand out by a small act of kindness.

Related: A look at the serverless hype cycle

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Also published on Medium.

  • dennyzhang.com

    Sean, got it. It helps for networking.

    And getting more direct feedbacks from the target audience. (Not your case about the lucky woman though)

    • http://www.iheavy.com/blog/ Sean Hull

      It always make sense to have conversations with people. Pay it forward so to speak.