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 paradox of choice
|
The more options they have to choose from, the better decision they'll make. Not really... The more there is, the more analysis to do. The more trade-offs to evaluate. The more ways of finding the one that fits better at all of the features. And here comes your friend, Analysis Paralysis. Went to buy a stuffed animal with my 5-yo. The quantity of them to choose from? Overwhelming. Big. Small. Medium. Light. Heavy. Birds. Mammals. Reptiles. Monsters. Fantasy. Puppets. Dolls. Asking "Which one do you want?" doesn't help at all. The answer? "I don't know." And then I remembered: it's not for the store to sell to the kid. It's about him getting helped to buy. Guided. Constraint. The best way I know? 3 options. "Ok. So get 3 of them all that you like the most. And then you'll choose from there." The decision? Made in under 1 minute. "I like this one (A), and this one (B), and this one (C). But this (B) is the one I REALLY want." Same thing happens with your customers. They need help and guidance in the sale, so that they can better buy. Do that, and decisions will be simple. For you and your customers. |
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.
If you want to improve your sales, would you go for selling more units*, selling more units for a lower price each, or selling the same units for more? selling less units for more? *Unit: any offering you quantify. ie. A consultancy, a workshop, a product, a service, a productized service…
While we use interchangeably measurement and metric, there is a different between both of them. A measurement is the reading of something—the figure. A metric, is that same measurement, applied by judgement / criteria. USD 100K is a measurement. It just counts the money: 100 000. A metric would be if it's above, on, or below an arbitrary point. If your costs are 200K, this metric of 100K would be bad. If your costs are 10K, then it would be good. :)
BS. What if you reframe it? And just see things from what you know, and adapt it to them.