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Changing the equation
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In a product-market fit approach: "This is how everybody else prices" (eg. cost+) "These are the prices". You play by their rules. And here comes the challenge. Rethinking them from the core: "How can you change this equation?" "How could i charge X?" "What would my customers need that they gain 10X the price?" It brings you to think from "what they owe me" (aka. what it costs me) into "what they're interested in" (the outcome). When you start with this, things shift. And that's your first step. :) |
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 best way to demonstrate your expertise is not always by answers. What separates experts from newbies is making questions. The right kind of questions. Questions where you guide your prospect to dive deeper into what's their situation. Questions where you listen to understand, before coming with a solution. Questions where you show that you've done your thing before. Questions that make it a conversation.
That's the stench of desperation. When sellers try to demonstrate by saying they're the best option to their customers situations. With the eagerness. The anxiety. The overexcitement. Because they bring solutions (all their competitors claim they bring problems, right?) The more you chase them, the more they'll retreat. Learn to retreat, and they'll follow.
Pop quiz: Price is the amount of money that... A.- the customers pay to receive what the company's offering B.- the company charges for what they offer.