The Sovereign Seller Email #2: How Acting Like a Cat, and Not a Dog, Will Make You a Wealthier Salesperson

Welcome to issue #2 of The Sovereign Seller. My professional passion is learning how marketing can magnify the selling process. So Each Sunday, I’m going to send an email sharing what I’ve learned from the most advanced sales organizations about the latest client acquisition & retention strategies.

Sunday @ 7:11 am

September 14th, 2025

The following story is told from a male perspective, I mean no offense to the ladies.

Imagine being out one evening with friends, and out of nowhere, a stunningly beautiful woman walks up and compliments you on your shirt, which features the logo from your favorite NFL team – she’s a fan too.

The two of you go on to talk about your favorite team and find out you have other shared interests, and eventually it leads to getting her phone number AND a future date.

How much easier was this interaction because she opened the conversation?

It was 100% easier.

Night and day.

One of the most popular dating apps in the world, Bumble®, is based on this very feature. In their app, the girl opens the conversation instead of the guy.

Now, let’s flip the script.

Suppose you approach this same beautiful woman, whom you have never met, someone with no shortage of male suitors. In fact, before you summoned the courage to walk over and speak to her, 3 other men tried to hit on her.

What could you say to her to get her attention? And how likely will your cold advance lead to any meaningful conversation and the chance of getting her phone number?

In the first scenario, when she came up to you, she gave you permission to enter her world; she recognized you might be able to add value to her life.

In the second scenario, when you approached her cold, your position was lowered to that of every other strange man who’s approached her in a social situation – often with cheesy one-liners. Even if a cheesy one-liner isn’t your plan, you’re still starting from a low position – AND it takes hard, persistent work to climb out.

This same dynamic works in selling, too. If you can get a prospective client to approach you first (in some way), it puts you in a much better position to make a sale. You’ll be more relaxed, confident, and most importantly: Positioned as someone who can potentially solve their problem.

But when you call a prospect cold, even if they’re familiar with your company, you trigger something psychological. People naturally run from whatever is chasing them. But they respect, even pursue, what is not easily obtainable.

This pretty much sums up why cats are a favorite house pet.

Dogs are obedient (mostly) and loyal, and they love to chase things.

Cats are indifferent, wayward, unruly, and masters of elevating their position through displays of agility and cuteness.

Dogs love you (and everyone else) unconditionally and will follow you anywhere.

Cats, on the other hand, do what THEY want, when THEY want, including going to the bathroom indoors!

And a cat’s disinterest (and disobedience) is usually a source of pride among its owners!

In the world of sales, I’ve learned, from the best marketers on earth … you want to be more like a cat.

That is, if you truly value your time and want to maximize your earning potential.

Even if you represent the single best possible solution to your prospect’s pain and problems, if all you do is chase them, you will always be stuck in this lower position.

And I’m not saying that’s a bad thing; I’ve been that person for over 20 years now, chasing and then trying to prove myself worthy of a prospect’s time. It’s just a harder way of doing business.

Here’s a fact: Good business prospects are a lot like beautiful women.

They are in high demand and get A LOT of attention.

Pretty women, especially very attractive women, are chased around more than any other species on this planet, every day, all day.

From the moment they leave their house, men notice, men smile, and some men even stare.

And every day, sometimes multiple times each day, men will say things like “You’re soooooo beautiful.” And **the first thousand times she heard this, I’ll bet you she genuinely appreciated the attention.

Now it’s just another day at the office.

Similarly, imagine yourself the beleaguered decision maker assailed by salespeople every day, who are all saying pretty much the same thing – fielding a constant stream of sales jargon.

Sure, most business owners have a begrudging respect for us salespeople; they know we’re just trying to do our job. They realize nothing gets done in this world until a sale is made.

But when salespeople make no effort beyond cold-calling or cold-emailing at random moments during the day, offering zero value to their prospects, it gives your prospects the right to ignore you.

Men who break through with truly attractive women distinguish themselves from the chasers (dogs) by disrupting the expected pattern. They display their value socially or through indifference (like a cat). Some use humor, bravado, magic, whatever it takes to lower the defenses of their in-demand romantic interest.

You can apply this same thinking to how you approach business prospects. And thankfully, getting the attention of a time-starved business owner isn’t quite as hard as winning the heart of a beautiful woman.

How Marketing Can Magnify Your Sales Efforts

One proven way to attract clients is through marketing. Clients will show indirect interest in your product or service and download a report or white paper, or take your quiz, attend your seminar, or see your demo. This type of published information is a display of value, it’s a display of expertise.

Heck, sending a simple letter (in the mail) before calling a prospect will set you apart from almost every one of your competitors.

Marketing will help you find clients with less labor than cold calling, and more importantly, marketingwill change how you are perceived – by elevating your position as a value provider rather than just another pesky salesperson.

You go from calling cold to following up, then delivering something of value.

This makes a HUGE difference. And that’s really the most valuable thing I’ve learned – choosing the benefits of being someone who follows up vs. interrupting strangers.

Move away from the chill, and step into the sunlight. Because following up is so much easier.

My favorite author on marketing and sales, Dan Kennedy, calls this going from an annoying pest to an invited guest.

You might be thinking, Sure, this works in business but back to women. How can I get a beautiful woman to approach me? Try becoming a famous movie star; do you think Brad Pitt has any trouble attracting women?

Becoming famous also works in business, and it’s easier to establish a name for yourself in your business niche or community.

You can join the Chamber of Commerce or the Rotary Club, run for office, speak publicly, host events and parties, write your own book, start a podcast, or radio show, host your own online TV show. You could also write a column for your trade publication.

These displays of value will help create a name for yourself as a value provider and you will begin organically attracting clients.

There is a higher level of business fame, like the entrepreneurs (salespeople) on TV, who get covered in the press. They publish New York Times Best Sellers, write columns for business and trade publications, have popular podcasts, and cultivate large followings on social media. Some travel frequently, speaking at seminars and other events. And as a result, these famous businesspeople have little trouble attracting clients into their world.

If you make the decision to spend your time positioning yourself through marketing instead of cold outreach, you can forever end the drudgery and labor of prospecting. You will make more money. And you will learn a skill that will help you for the rest of your life.

You will feel energized and in control instead of wondering where the next sale will come from.

And the greatest reward is the time and energy you can now devote to delighting and upselling your existing clients and warm leads.

Until next Sunday, remember this: You don’t have to shout to be heard. You just have to become someone worth listening to.

Thank you for reading Sovereign #2.

To your success,

Shane

P.S. If you enjoyed this edition, you’ll get even more practical strategies in my book White Collar Prospecting, you can download for free here: WhiteCollarProspecting.com.