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Push back
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When you're in a sales conversation, you can always push back —and do the big thinking in behalf of your customer. To help them see the bigger picture, you need to take them off the small frame. They're too close to it, and you have the advantage of distance. Try "Can I have your permission to push back on this [thing you said]?" If they say Yes, great green flag. If they say No, it might be a hint of a red flag... or for you to dig deeper into why not. Maybe all they want is something very basic, that everyone else has, and it's led by (the lowest) price. When that happens, it's great to have it at the beginning of the conversations. That way, you are in a better position to say "This doesn't quite feel like a fit. I'll pass." You don't need to serve every prospect. And that's ok. :) |
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.
The wrong focus. On customers that are not profitable. On products that no one needs. On numbers (revenue, sales), over profits. On people who just won't do the thing or put the work. Choosing is hard, yet simple. You've always known what you should do. Take that first next step and just start.
To deliver surprise you need to be comfortable with risk. No risk, and you'll be expected, predictable. And if you want to stand out in your market, predictability works in favor of your competitors. Awe them. Awe your customers.
During a conversation this past week, I heard that. That raising your prices 5X or 10X, or charging one client different (probably 10X more) from another is not fair. Or that it's wrong. What are your thoughts on that?