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Being challenged
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Challenging your customers' belief system... that's a hard pill to swallow. If customer is king, why would you challenge them, right? Well, what if you challenge them to think different? To think big. To see things from an outside perspective. Because then, maybe they'll start seeing what new opportunities they could take. What new ways they could better serve their market. What things could be done different in their market. And you know what else? The bar is SO low, that doing that minimum of change, will make them be seen different. And that's staying ahead. |
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.
That's a question I got this morning from a client whose prices were implemented. The answer was this: Because pricing has numbers in it, but has very little (to nothing) to do with calculations and math. A price is the maximum amount of money to pay that is accepted by the buyers in function of the value they get. If they accept it and they're fine with it, it's for them to decide. It has nothing to do with what the business "thinks" of it, as whether it's "expensive" or not. Or if inflation...
You can get to the same event / happening and evaluate in different ways. And if you try to compare them, you need to have clear which was the intend for each of them. It won't necessarily always be the same criteria. Sometimes you do things to show force in your market. Other times to grow accounts. Some others, to show up where your competition doesn't expect you. And others, to just be there. Each one has a specific criteria. And a potential outcome. Knowing how to differentiate them will...
When you don't need it. It lets you explore ideas, try things out and say no with no emotional load involved. Because when you do need it (money), you'll have to say yes to everything. Your No's will be less selective. And you'll get more sunk costs in it. So, now might be the best time to start trying out things. Better now than later. When you might be in a position of actually needing it.