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.
Nobody will pay this
|
"It's too expensive. Nobody will buy this thing. The price would be too high." — Will . salesperson The price? $ 100 K. Here's the fun part, though: Without context it sure feels like a lot of money. It's 100 K, right? However, the customer is currently using an alternative for $ 200 K. This 100 K? To them (the customer), it's comparing 1 million to spend in 5 years vs 100 K in 5 years. For them, it's 90% in cost savings. For the sales person? The thought of what it's prohibitively expensive for themselves. It's a focus on themselves. On their own pocket. On what their expertise and experience would mean a lot to them. Focus on the customer (and the context). They'll be happy to go with that 100 K. That is, if you think of them. |
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.
Once again, Genevieve Hayes came up with a follow up to yesterday's message: The Elephant. "I think Jerry Seinfeld expressed this one best:" This is what got me to stop passing my problems forward and making them the problems of "future me". Mic drop, Genevieve.
There are situations that can be VERY stressful —within your business, with your prospects, with your clients. Kicking them down the road to not deal with them feels tempting, and you might even feel like they're avoidable. They're not. Sometimes they're an elephant stomping and charging your way. Because you put your hands in front of your face won't make them disappear —and certainly won't stop them. Make the decision. Take the decision. You already know what to do. And it's a simple...
A discussion with Dr. Genevieve Hayes —data science expert and long-time friend-of-the-list— about context inspired this daily. We (humans) LOVE making up stories. When we don't have a reference point, our imagination flies. Give that reference point to your customers. So that you lead where their imagination can go wild. :)