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Greedy
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Asking for the budget and insisting to know it. It feels not right. It feels greedy. I feels like if your customer has X, you'll charge X. It feels like a rip off. It feels you'll take advantage. It feels unfair. Fairness. A fair price. "It's fair to have your costs covered, and add some margin." You cannot charge more. The customers will feel ripped off. Unless... your customers are happy, delighted and want to give you MORE of their money for what you offer them. Fairness has to do with what's fair TO THEM. And in their perspective, it's all about if what they get is more than what they pay for. And your business is about them, your customers. Don't judge. You're not greedy. |
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.
Many people in sales think that's charm what gets them to keep accounts and/or close deals. It's not. In the vast majority of cases what gets (mis)labeled with charm is: over promising, underpricing or conceding to any price pressure or to give away discounts as a default And that's not charm. It's a lack or underdeveloped skills in sales —but most importantly, in knowing how to articulate the value they help create. What are the ways you train and develop your skills? Because "charm" will...
Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no higher-costs compensation, nothing additional.
Knowing how to do their thing is what differentiates experts from non-experts. Now, it's not only knowing how to. Having this in the back of your head makes it visible, BUT only when it's in action and you're not in action 24/7. There's a way, though: with your how-to structured and articulated. How do your customers have access to your knowing how to when they look for someone like you?