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Angst
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In German, that's the translation for Fear. Fear of sharing... ... your secret sauce. The way you do things. The way you can lead the sale. The way you lead your engagements. The way you're different. The things you know. All of them in fear of your competition figuring out "what you do and what you know" and doing it to take you out of the market. That's just too egotistic. While they care, they don't really care about you. You sharing all of your knowledge is an advantage for you because it builds your credibility with your customers, your credibility in your market, and the confidence projected of THE expert. And even if all things go South... better crash yourself by what you do consciously, than by someone else. |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
The wrong focus. On customers that are not profitable. On products that no one needs. On numbers (revenue, sales), over profits. On people who just won't do the thing or put the work. Choosing is hard, yet simple. You've always known what you should do. Take that first next step and just start.
To deliver surprise you need to be comfortable with risk. No risk, and you'll be expected, predictable. And if you want to stand out in your market, predictability works in favor of your competitors. Awe them. Awe your customers.
During a conversation this past week, I heard that. That raising your prices 5X or 10X, or charging one client different (probably 10X more) from another is not fair. Or that it's wrong. What are your thoughts on that?