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Test and Validation
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The most productive way to test something is not by making MVPs. Even before that, what you can do is reaching out to customers and ask them. The usual way to do business is: "I'll build and they'll come". What if you just ask first, see if there's interest (aka traction), and from there build? You might be able to kill quickly the bad ideas. Or look for better ideas to make it more impactful. Just go and test. :) |
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.
It's a way to have what you gain over your prospects and customers' proposed set budget. Think of it as the extra fund for fun (new projects, new products, more vacation, more bonuses, paid-time-to-think-bigger...). Blair Enns calls it your RAB Fund. And gives this example: Let’s say you have a client with a stated budget of $20,000 and you present a proposal with options priced at $20k, $35k and $90k. (Don’t read too much into those numbers or their relationships with each other.) If the...
Whatever your prospects come with as a budget, it's your mission to guide them and find out whether that budget is actually the one they need for the outcome they're after. You're the expert, help them out. Talking with the value-creators gets to be a different discussion from the budget keepers. And these value-creators focus on the outcome. And for that, they can make the right adjustments to have the "right" budget.
And if it is so, is that bad? Expensive (and cheap) needs context. In some contexts 200K might be expensive. In some others, it might be a bargain. Just as 2 euros could be expensive, or (feel like) free. It tends to give the impression of "expensive" when it's easily comparable (and not that different) to other things in that market, and it's focused mainly on the price. To change that, make your thing different, and focus on what's the outcome your customer gets. Selling expensive things...