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The difference
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What's the difference between someone charging 300K for a job? And someone else charging 10K for the same job? Same specs. Same client. Same job. Same budget. Same timeframe. (and the client willing and ready to pay 300K without even flinching). Hint: it's not the portfolio / previous work. |
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.
A price increase might feel like too risk (whatever that price increase is). And when your customer gets back to you with sticker shock, they'll ask you what justifies it —you will be tempted to do so. Whether you justify it or not, you need a structure. One that lets your customer know that they're not risking their money for less value. One that is clear on how they get helped.One that doesn't give up your numbers on how you run your business. A structure could be like this: - What...
"If you have to have a prayer session before raising the price by 10%, then you've got a terrible business" — W. Buffet Which begs the question: will you be able to double your prices without a prayer session?
David C. Baker had a post today about AI. But it hit deeper. To me, it's one of the most accurate definitions of what generic, inexpert, and pushy salespeople are: AI is amazing at deeper research. Two examples of that for me, today. It's great at summary analysis, a brainstorming partner, data shaping and synthesis. And especially coding. Where it sucks (so far) is faux personalization at scale. It's like a real smart college friend who isn't self-aware and has no social skills and who knows...