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From cool-to-have to game-changer
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Yesterday's message was about thinking of what you think would be cool to have for you / your business 2 years from now. Now, that's a good perspective to have. However, if you think of something that would be a game-changer in 2 years from now for your business... that's a different story. Here's the thing: Thinking of something cool to have can motivate you for some time. Thinking of what a game-changer for your business, that's the one that will push you to:
For all of these things, you have to use brains. No chatGPT, LLMs or AI will help you on this one (on deciding). The one to make the decision is you. And you have to make your peace with it. |
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.
How do you get to the 4 questions to figure out where you are in the mind of your prospect? With an empty mind. Without previous judgement, Without a solution. Without being in solution-mode (ready to fix the problem on the spot). You go in blind, as in a blind-date. To listen. To see if there's a fit. To understand if/how you can help. To say No when it feels like a No. That's your gift: knowing you're in control. To help.
To have advantage in a sales conversation. you'd wanna ask 4 things: What's the new status in the future when everything's going amazing. What's the reason behind the specific solution they're after. What's the urgency of doing it NOW, and not in a year. What's the reason for them to be even talking to you. Getting the answers to these questions will let you know where you stand —in the mind of your decision-maker, in the process, and compared to the alternatives.
To do this, you need to stop thinking inwards. It's got nothing to do with your costs, your efforts, with how much sacrifice you put into. It has nothing to do with how much you think it's worth. It's got nothing to do with your pocket. It's all about your customers. About their situations. What they value. And with their pockets. If it's worth to them, they'll find the way. And it's them who define what expensive is. Not you. :)