The Ethos Weekly, Vol. 17
Every seller’s been on the receiving end of a pitch.
But when you’ve built your career on real alignment – not slick tricks – and a LinkedIn connection slides in trying to sell you, the temptation to play your hand rises fast.
So I do.
I play the best card in the deck. The UNO Reverse. Early and often.
Scenario 1: The Trojan Horse “Community” Invite
A connection request rolls in. I accept. Seconds later, the pitch drops.
“Has anyone invited you to our Thrive community for service-based entrepreneurs? Might be your jam. Joining was the best decision I’ve made in a long time.”
Curious, I click through.
What I find is a paid subscription to a glorified founder’s support group; no revenue guarantees, no measurable ROI. A slick website with a promise of connection that actually delivers a group Zoom meeting for the desperate.
In my opinion, it’s a predatory sales practice that preys on the lonely founder. Not a spark plug for your growth engine. A subscription group hug.
So I send back:
“Hey Steve, nobody before you! Appreciate the nod and just gave it a once-over on the website. To be frank, I respect the hustle, but at present I see this platform as a prospecting tool where I’d pitch other founders (similar to you pitching me now).
That said, I’ll play this UNO Reverse card and offer that I’d be happy to conduct a workshop for anyone on, or a part of, the platform who is keenly interested in building connections that convert; with ethical strategies that protect their brand.”
Never heard back, oddly.
Scenario 2: The Lazy Automation Trigger
Another example came in celebrating my “new role”.
Anyone familiar with filtering for leads, that is, prospective clients, knows that today’s advanced filtering allows for things like “new job within the past x days”.
This one read:
“Hi Dan – congratulations on your new position! I’m an advisor at private wealth advisory team and often work with professionals across various fields. I’d love to connect and see if I can be of any assistance.”
I accepted the invite to connect and promptly played my ace in the hole.
“Hi Sam,
Great to connect with you.
I offer sales and leadership insights. If you find my posts valuable, check out The Ethos Weekly for more.
Let me know how you’re working to leverage LinkedIn and I’ll work to support you.”
– Dan Shaw
Crickets.
Scenario 3: The Tech Stack Spammer
Another connection request, another instantaneous message when I accept.
This one was nuts.
“Thank you for accepting my connection request! I’m glad to be part of your network.
With rapid advancements in AI, AR/VR, and blockchain, I’d love to explore how innovative technology can enhance efficiency, improve customer experiences, and drive growth for your business.
We specialize in AI solutions, AR/VR development, custom web & mobile apps, CRM/ERP systems, and 2D/3D animation. Let me know if you’d be open to a quick chat—I’d love to discuss how we can support your goals!”
They don’t reference anything I do. It’s just a giant catalogue tossed over the virtual fence hoping something sticks.
So I slap the UNO reverse down with equally generic authority.
“Happy to be a connection.
You should check out my posts and The Ethos Weekly for sales insights that empower.
Dan”
What’s the Point?
These were drive-by pitches, and they reveal a truth too many modern sellers are forgetting.
If your prospect feels alignment, they respond. If you solve their problem(s), they buy. If they catch a whiff of buzz phrase bonanza or automation – see ya never.
So, when they come pitching, I don’t ghost. I engage – but on my terms. I flip the pitch. I offer help. I show them what good looks like, and sometimes, what their pitch looks like in the mirror.
Sometimes they don’t respond. That’s fine.
The simple fact is, when you sell with integrity, even the rejections are a reputation builder. Every message along the way becomes a breadcrumb that points to whether you’re playing the game… or reshaping it.
The UNO Reverse is the best card in the deck, but not because it smacks someone in the face. When used ethically, even the Reverse card can be used with class.
Class beats clever. If you’re tired of sales that chase, maybe it’s time to flip your script. We’re open to chat, and eager to help you succeed.
Up Next: The Pinch Point: Managing Impact more than Image