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The difference is the risk
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The difference between charging 300K and 10K to the same client, project, and scope: the risk.
Fortunately for all of us, these risks are not physical. :) |
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.
"The customer decides when and where to spend their money. They have the power." What do you think of it? Is it true? Approaching your market like this means that you have little to no power in the relationship with your prospects, customers, competitors. It means that they are above, and they need to be accommodated. That they say, and we do as said. That what they say is rule. That we don't challenge. That we don't speak our minds out. That we don't know better. That we're not experts. And...
What you believe you pass it on to your prospects, customers and market. If you believe you have too expensive products or services, your customers will believe so too. If you believe your quality is not the best, they will, too. If you believe that you don't have power with your prospects, they will, too. If you believe you can only get business based on the lowest possible price, they will, too. Here's the thing: your beliefs are valid. Are they true?
Yesterday's message on this Super Deluxe book for 4 105.00 EUR is Wings, by Paul McCartney. A limited edition, signed, with a numbered copy. Is people paying for the time and materials he put into it? No. Is people paying for how long it took him to get the book done? No. Is people paying because of the story in the pages? Maybe. What they're paying for is for what having that limited edition, signed copy means: that they're having something rare. Furthermore, is the price fair? To the ones...