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 need to be at least 10% cheaper than your competition
|
That's the usual approach price-driven prospects (especially purchasing, procurement —or the accountant) will take on you to lower your price. And it's fine. It's their job to do that. And they're trained to do so. Now, whatever they say is not mandatory for you. You can always say "Thanks for this. This doesn't feel like a good fit. So I'll pass." "Out of curiosity... where's this number coming from?" "We could explore something like this. I'm curious, though... what is it that made you talk to me re: this project? The (unknown) price?" If everything they focus on is "the price" and not on what it brings to them, or the impact it'll have in the business, you're talking to the wrong person. These are the budget keepers, not the value creators. Find the ones who care about the value (aka what matters for the business and the impact of the implementation). Or walk away. You can always walk away. :) |
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.
Here are a few themes that are recurring in the small/medium business I see. Which ones do you feel you resonate with? You're struggling with getting your sales to be better. The market is highly competitive. You're pushed to play on (the lowest) price. You can't say No to customers. That's losing business (and stupid). If you say No to a customer, you're losing opportunities. Your competition is poaching your customers. Your revenue goals are not where you want them, despite everything...
What do you do after 2 years of... writing daily emails? You keep writing. You revise what you thought and wrote. You do an inventory of the common subjects. You think clearer. And deciding where to focus is like a revelation. What's the YOU from 2 years ago that would benefit from the YOU from now? What would you tell them?
Seeing everywhere "Need to set strategic goals" feels a lot like an obvious thing. Just like saying "we need wet water" If goals are not strategic, what are they? 🤷