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.
Stop caring
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Stop caring too much for closing the deal. When you approach your customers to try to close them, you get overinvested. You feel you have more at stake. The fear of missing out on this opportunity kicks in. While, yes, they're qualifying you, you're also qualifying them. The more you care, the less power in the negotiation you have. Approach it and stop your convince-mode. Go, evaluate if it makes sense for both of you to work together, qualify. If it works out, great. If it doesn't, great, too. But it is in your power to decide so. :) |
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.
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...
Business model. New business model. Revenue model. 3 different things that might overlap, and are not the same. Business model: how your business operates and the results it makes. New business model: how you get new deals. Revenue model: how you make money and where to find it. Missing the point and clarity on how they all work (together and intertwined) guarantees that your business will be out. It's not rocket science.