The only power
The only power you truly have in business: to walk away. And that, it gives you freedom.
When you’re with your competition…
Could you sit down next to your strongest competitor and have a conversation that feels like this? Where your prospective customer, your competitor and you are at the same table. where you see if there’s a right fit for you and your customer. Where you say what you’re amazing at, and what you’re not. And if it’s not the right fit, recommend them to go with your competitor? A conversation that looks, feels and goes like this ????? It doesn’t feel like “losing” business to me. It feels like…
Working on the sale —as a process
Have you got your own sales process/checklist? This week I ran into a RFP template process checklist. It gave great insights on how to see certain things when preparing / training Sales for improving numbers and reaching your goals easier. However, in this whole checklist, they talked about: customer fit costs competitor analysis differentiators potential objections roadmaps prep proof of competence and case studies make it look good make it sound and read compelling Yet, there was never,…
An approach on filtering your prospects
We talk (ok ok, “I” ????) about sales, the process and how all of this things work around. How to approach the sale, how to filter if prospects are good fits, how to identify early signs for us to walk away, how to talk money, etc. But have you really found something that sums it all? Or that at least gives you some guidance around that process? I know I’ve had to look and collect from different places to make one coherent thing. Would you be interested into having some sort of anti-guide/no-bs…
A set of assumptions
What are the assumptions in your industry / niche / specialization / market? How does your market show up? What are the common expectations of your market? What are the common misconceptions your market has? What do they expect from you and your competitors? Etc. I’d love to hear about what you face everyday. And tomorrow get to ask you the second part to this question. 🙂
An example of assumptions
If you find hard to come up with what assumptions look like, I’ll play guineapig for you. 🙂 Brand and Marketing consultants Focus on choosing brand or marketing as strategic OR tactical. It’s all about storytelling. Focus on experiences —selling experiences. It’s about convincing people. Look for product-market fit. Try to create their “own” category Will help you build your “category of one” Will build you a monopoly of one. Bill by the hour. Take price, cost and rate as the same thing….
Fake authenticity
There’s no such thing. You’re either fake or authentic. There’s no way around that. Whoever you see referring to “fake authenticity” is off the mark —by miles. Because if you can’t call fake by what it is and need to put “authenticity” to complete the idea, you’re also buying into the belief that authenticity can be faked. Like a cold heat, or like flat-earthers around the globe. After all, you being you is not about even being authentic —in a professional/business setting. Authenticity is…
So, you want to stand out
Here are a few things you won’t need in 2024. A personal brand A purpose for your business To comply with all the rules To follow best practices Hyper-growth A huge audience To win business To wake up at 4am Purpose marketing (wtf if that anyways?) Strategic plans To create a new category To build a monopoly of one To bill by the hour To do work for free Growth-hacking If you have question on any of these, let me know and i’ll get back to you with why. 🙂
Just one Why
Your Why is the same as mine, and the same as the one next to you. We all have ONE Why (unless you’re a psycho, of course). It’s to elevate ourselves by elevating others. We humans are wired to help. The thing here is that the way we make that Why real, is different for each one. How you articulate it will vary on your unique thing, the one thing it’s like breathing to you —and that you think everyone can also do as easily as you.
The best in business
What’s being “the best” in business? Who determines what AND who the best is?
