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 question
|
What's that that your customers appreciate about working with you? Is it that you always say yes? Is it that you always say no? We know it's not the great work you do. Your work (and its quality) has not really a lot to do with WHY they keep working with you. They keep working with you because of something else. They keep saying yes to what you advice because of something else. They keep with you because _________________. Let me know. |
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 conversation with your prospect. Maybe was referred to you. Maybe found out about you some other way. And you ask: "Will it help if I send you these? (your docs, slide deck, presentation, technical info, etc.)" Your Yes/No question gives them no alternative. If they wanna be polite, all you'll hear is "Yes" (a fake Yes). You'll get excited because you got it. Now, you got your foot in the door and it's only a matter of time before the big purchase comes. You convinced them. Just a matter of...
Following, an actual conversation. A new price set. I asked, walk me through the process on how you got to this price. - Well... I grabbed the cost and factored it in. + Ok. What did you factor? - Well... on the standard. + What standard? - The standard for the industry. + What kind of industry? - In the distribution / reseller. + For what kind of industry? - Well... companies like Lidl, or like restaurants. I factored in 30% and the price is good. + Are you in the food industry? - Erm... no....
It's tricky. It's risky. But unless you do it, you'll have others doing it to you. And that's riskier.