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Thought leadershit
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Where do YOUR thoughts LEAD? |
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.
How to make your business survive: discounts. A culture of discount hits your business deeply. It puts you (and your team, if you have one) at disadvantage when going to the market. It becomes a clutch. And as such, it's impossible to run freely, and fast, with them. It takes off your power in negotiating for deals. It makes you cut prices off, without any specific pattern. It cuts your margins thin[ner]. It gets you to be overworked —and on the way to burn out. It makes you take ANY kind of...
You as the seller have the total freedom to put any price you want. Your customers have the total freedom to choose whether or not to pay that price to work with you. A way to make it a no-brainer for them to pay is by making that price at least 1/10 of what they gain. Of their outcome.
Leads the dynamics in the relationship. If you're a partner of your clients, then the power weights are roughly equal. You have things at risk when they don't work. But if you don't, that's not a partnership. And that's ok. Power also means you can say no, walk away, or withhold from engaging in the deal.