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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.
"From a cost center to a profit center" What a nonsense. That implies that your profit is based on your costs control. That, magically, when you know your costs (or audit or improve them or whatever), you'll turn into profit. It implies that costs is the basis for profit per default. It also implies that to get to that profit, you need to be the most cost efficient and cost effective. That you rip off anything that is a cost. It implies that you follow best-practices. Bull.Shit. That also...
Getting too close to what the rules/views/templates/best-practices are can make you miss important details. Paper can hold anything. Reality doesn’t.
In a negotiation, the first thing you need to be comfortable with is zero. As in No Money, can't pay, won't pay, don't see the point on it. Having that figure clear in your head is the thing that will let you move forward. Right now, you have zero. If the deal doesn't happen, you'll still have zero. You didn't lose something that you didn't have in the first place. Zero means you're also free. You can say no when it's not a fit, when it doesn't make sense to you, or when you feel like it....