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Not being the expert
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Not behaving like the expert can take many forms. One of them: trying to avoid pushback, arguments, or resistance in your relationship with clients. It can hurt you more than help. You can be in the order-taking business, if you prefer. And that's fine. The impact that comes from it, though, will be smaller. You can be in the service business, where your impact will be higher. Or you can be in the transformation business, and help them achieve the potential your customers have. How you want to be the expert —or not— is up to you. |
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.
If you're considering going into 2026 with an increase of prices, here are a couple of things you might want to consider: Forget inflation It has nothing to do with what you do or how this affects your business. First, it's not your customer's responsibility to make you profitable (if at all). Second, is the value of what you do 3% less with the fiscal change of the year? :) Third, everybody does it. Why not ignore it at all and zag, when everybody zigs? Make it a jump, not a step up Just...
The Dan Sullivan Question: "It's 3 years from now, and we're sitting together again. What has happened for you to be happy?" "The first thing that we buy is a relationship." PS.- It's 3 years from back then, when I started writing daily. :)
Decisions and actions send signals to the market. If you don’t state and claim them clearly, your competitors and customers will do it for you.