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Seeing things and hallucinating
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They're 2 different things. Although they might look similar. Seeing things is about how you can have a vision and kind of grasp it. How you can see the application of one thing in a different context. Hallucinating is believing you're seeing one thing, when the reality is not that one. It's not about a vision, but about a reality. Hallucinating "We give amaaaaazing, premium service to our customers". Customers call. They get on hold to talk to a bot. Get ignored. Make them feel like idiots. Seeing things "What if we bring this other thing I saw at this other, unrelated, place to improve how our customers feel?" Which way are you going? |
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.
By agreeing with the objections. "It's too expensive." It is. "The price is ridiculous." It might be. "Why so expensive?" That's the price. "But it's SO simple." You're right. It's not your job to convince anyone —or to talk anyone into buying. Your job is to qualify early and bring those objections yourself at the beginning. The best way to defend your price is by making peace with your price. If you think it's too expensive, they will too.
Don't get invested into what you want to get. The moment you do that, you're too invested in the sale and giving your power away. You'll take the zero as a lose. You'll take the zero as non-appreciation. You'll confuse the zero with your self-worth. Start the other way around What could you give away for zero and help? Examples of Giving away for zero: deep knowledge in a general setting your insights and POV on a subject a recommendation to somebody else a recommendation to a competitor...
When you find a budget protector (one who sees costs as the core, efficiencies in the systems, how to spend less in order to gain more), no matter what you do, you won't make a case of how you're creating value for them and their organization —and pay accordingly. It'll be a battle for how to pay the least possible. Their driver is reducing costs. Everything that involves getting money out of the pocket is a expenditure. When you find them, look for the one in charge of value creation to be...