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What makes you the winner?
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You can't win in business. It's a common thing to hear "you have to win (in) business." For you to win, others have to lose. And vice versa. If they win, YOU lose. That's not reality. Ponder this: if you're to "win" in business, what makes you the winner?
And is it one of these (and more) factors? Or all of them at the same time? All of them matter —and at the same time, they don't. All you actually want is understand your customers, and delight them. The more delighted they get when working with you, the better. And still you won't be winning. You'll be ahead. Now, that's more valuable. |
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.
When you're in a conversation (with stakes for your business), are you listening, or are you waiting to respond? In one you try to understand what the other party means. In the other, it's about what you'll say. Which one do you want to feel when you're the one talking?
Here's a quick exercise you can use to put in the open if your customers are aligned —or if you run a team, if you and your team are aligned. Write every response in 1 minute each. On one post it each. All of the ones who are there at the same time. Each one grabs 3 post-it's Post-it 1. What's the vision of the business? Post-it 2. What's the direction being taken? Post-it 3. What does this look like in reality? If you have a quite similar response, it's a great sign. If there are different...
If your buying ticket is in the thousands, a 50 euro difference won’t make any difference. You might be tempted to use a charm price (finishing in uneven figures [.99; .90; --50]), and it might be devaluing your offering. You haven't seen a McLaren sold for 355 950, have you? Give it a shot and go with round numbers. You might be surprised of what comes off next. And if it doesn't work, you can always go back to the charm.