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Reaching the 10% of the market
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Look, you don't need to "reach the 10% of the market/segment". We can all play the numbers game. Basic math ain't that hard. To get to that "10%" is not rocket science. You know what's hard? Taking a stand for something and sticking to it. Knowing that —sometimes— this "something" is not the way to go, let go and take a new approach (and a new something). Finding the ones who actually care about that something. And forget about your solutions —and your brand. If you can help them get what they want, they'll stick to you. But that requires a quote of effort to really understand them. And see what's best for them, and best for you. That might be less than 10%. And that's fine. |
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.
Many people in sales think that's charm what gets them to keep accounts and/or close deals. It's not. In the vast majority of cases what gets (mis)labeled with charm is: over promising, underpricing or conceding to any price pressure or to give away discounts as a default And that's not charm. It's a lack or underdeveloped skills in sales —but most importantly, in knowing how to articulate the value they help create. What are the ways you train and develop your skills? Because "charm" will...
Is it bad to keep the same price for 10 years? Or is it good to keep the same price for 10 years? Same. No incremental raises, no inflation, no higher-costs compensation, nothing additional.
Knowing how to do their thing is what differentiates experts from non-experts. Now, it's not only knowing how to. Having this in the back of your head makes it visible, BUT only when it's in action and you're not in action 24/7. There's a way, though: with your how-to structured and articulated. How do your customers have access to your knowing how to when they look for someone like you?