Hand Raiser
"I Need Help"
Deep dive into The Hand Raiser Stage of The Value Path: Understanding how people signal readiness for expert guidance.
~3 minute deep dive into the Hand Raiser stage
What's Really Happening
The Hand Raiser stage represents a pivotal moment where people actively signal readiness for expert guidance. They've moved beyond independent research—they're now thinking, "I think this could work for us, but I need professional help to evaluate it properly for our specific situation." This isn't necessarily immediate purchase intent, but a clear signal they're ready for substantive conversation.
Hand Raisers want expert guidance and collaborative evaluation, not sales pitches or qualification interrogation—they're ready for substantive partnership conversations.
Quick Recognition
What They Think
- "I think this could work for us, but I need expert guidance to evaluate it properly"
- "I want to have a real conversation with someone who knows what they're doing"
What They Feel
- Confidence in general approach combined with uncertainty about specific application
- Readiness to engage in substantive conversations with real experts
What They Do
- Reach out directly to request consultation or expert guidance
- Prepare specific questions and scenarios rather than requesting generic information
What Works and What Doesn't
🚩 Red Flags
- Qualification Interrogation: Treating hand-raising as lead qualification opportunity
- Premature Solution Pitching: Jumping into demos before understanding context
- Generic Response Templates: Standardized processes instead of personalized guidance
- Pressure for Commitment: Creating urgency when thorough evaluation is needed
✅ Green Flags
- Expert Accessibility: Access to knowledgeable practitioners offering genuine guidance
- Context-Specific Support: Understanding their situation before recommending
- Collaborative Evaluation: Working together to assess fit
- Patience with Process: Respecting their need for stakeholder involvement
The Value Path Approach
- → Create Conditions for Expert Guidance: Provide immediate access to knowledgeable practitioners.
- → Enable Collaborative Evaluation: Focus on working together to assess fit rather than selling solutions.
- → Provide Honest Assessment: Offer realistic perspective on both opportunities and challenges.
- → Recognize Authentic Progression Signals: Watch for increasing conviction and questions about implementation.
Progression Trigger
The shift from "I need expert guidance to evaluate this" to "I'm convinced this is right for us, and now I need to build organizational support and implementation capability."