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It's all about the keepers
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There are 2 types of people in each customer (or prospect) that you reach:
You wanna talk to the value keepers. They're the ones who see the future and are comfortable with uncertainty. They're the ones who can fight for a high return in value. |
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.
Business model. New business model. Revenue model. 3 different things that might overlap, and are not the same. Business model: how your business operates and the results it makes. New business model: how you get new deals. Revenue model: how you make money and where to find it. Missing the point and clarity on how they all work (together and intertwined) guarantees that your business will be out. It's not rocket science.
When you and your prospect are about to talk price, just drop the grenade —and shut up. The one who breaks the silence is the one who will give more concessions. Let them struggle with the price and give them space to ask for guidance.
First, willful ignorance. It's the avoidance of the facts and what's the situation. It's choosing to ignore all the red flags and moving away from making a decision. Why? Because it might feel uncomfortable. Or hard to make. Or the consequences are not the desired ones. Choosing not to see and know will not make the problem go away. It'll make the next phase of the situation inevitable. Choosing not to know so that it doesn't exist is magical thinking. It's wanting to have a sense of control...