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The power of options. And why to give 3.
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Pre-S. Influenza got me good this past week. Not fun having high fever sustained through days and nights. So, PSA, get vaxxed if you can. :) ------------ Giving your customers 3 options actually helps them. It gives your customers agency. That they are in charge —which they are— of what's next. It gives them a better view of your expertise and how you're thinking for them and with them. It makes the comparison easier between you and your competitors: it goes from "Why should i choose you?" to "Which one i choose from you?" 3, because it's the magic number. (: It gives them enough amplitude in the decision, without overwhelming them. It decreases the risk of the extremes. It helps you anchor high against yourself. It sets the tone to ditch discounting —"want a lower price? Take any of the 2 lower options. :)" Avoids analysis paralysis in your customers' brains. Pushes you to think in bigger ways than what the budget is. Try 3 options. It'll be ALWAYS better than your take-it-or-leave-it one-option. |
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.
"You break things." I was told that. And it's been the best compliment EVER. Yes. You do, too. Breaking things.- Seeing how things are (the usual way, how it's been always done) and moving them to do something new. Intentionally. Moving people to think different. To be uncomfortable. To push boundaries. To do bigger. To feel vulnerable. That's how you stand out. You break things. Break things.
Acting on fear closes your options and gives away your power to say No. The real only power you have in the market is your capacity to choose. You can choose what you do. You can choose who you work with. Most important, you can choose who not to work with. Sure, if you have bills to pay and there's only that non-ideal available, take it. Pay your bills. And find your way to get to your ideal. Where you can say No confidently. Free of fear.
You can set up a price on: the market your costs your desired margin your desired profit what you want to make at the end of the year your effort how long it takes you to deliver how long it takes you to produce the conditions of your competitors your passion your revenue goal what you feel your worth is what you time your time costs how long it took you to learn and excel at it Here's the pattern with all of these: they're all about you. They have nothing to do with your customer. Nothing to...