Can profit be a poison?
Friend-of-the-list, daily emailer and your friendly-CFO (think of it as your friendly Financial Spiderwoman), Lauren Pearl, wrote about how profit-first could be a poison pill for businesses (bolding mine). “The industry is riddled with quick answers from experts on what works for every business. And while many of those insights are revolutionary for some teams.The same can be poison pills for others.” And she’s right. There’s no one-fits-all solution. When profit (or for that matter,…
Value, profit, revenue or costs?
Some businesses focus on how to be more cost-efficient, because that’s how they think they’ll win. Others, on how to get more sales (revenue) because the more they sell, the more often they win. Some others, on how much profit they can add on top, so that the business model they have makes sense and can win. Few, on what their customers value and are willing (and able) to give in exchange of that (money). Still trying to win more. A very, very few, on how they can get to what their customers…
Are you scared?
Brian Collins (once again) wrote this article about fear. You need fear, you need insecurity —I’d argue you even need pain. Because that’s what also lets you see into the other side of life. Where you are not comfortable anymore. And, if channeled right, it might just be the thing that leads you to something awesome. Here’s what he wrote.???? Last year, I invited my friend (and our Chief Strategy Officer) Taamrat Amaize to give a talk with me at the spectacular OFFF Festival in Barcelona. The…
Where were you for the last 10 years?
“Where were you for the last 10 years?!” That’s one of the best compliments you can get. Not because how it sounds to you, but because what they are feeling. This feeling is a response to: The actual feel of moving forward (from the status quo/previous situation). Seeing the light at the end of the tunnel. They realize they’re not doomed. Getting quick, small wins that show them the potential of change. In short: the first signs of transformation. That’s the kind of behaviors you’re looking…
Normal behavior
Quick question: What would you say are normal behaviors from your customers/prospects? What do you think are the expectations when approaching a new prospect? Yes. There were 2 questions. 🙂
Good habits die hard
Over a year ago, friend of the list and daily emailer Jonathan Stark launched his e365 workshop: how to write for a year, daily. Now, you’ll think… But what if I run our of things to say? Won’t people unsubscribe / stop reading me? Do I have something worth saying? Will I be able to keep at it at this high frequency? Will anybody actually want to read what I have to say? Etc. etc. etc. Thing is, that’s of second order. What writing and publishing daily does is it helps you think: better and…
Loyalty doesn’t exist
Brand loyalty. Customer loyalty. They’re a nice couple of terms, but they don’t actually exist. Are your customers loyal to your brand? If they find a choice that works better, do they stay with you? If they find a choice that is cheaper, do they stay with you? If they find a choice that improves their lives, do they stay with you? The harsh answer is no. And that’s ok. Loyalty goes both ways. If your customers are not profitable anymore, do you stay with them? If your customers aren’t a…
Fits & Misfits
If you qualify your customers and prospects, you’re looking for the right Fits, so that you can help them thrive, and by extension, make your business thrive. If you’re looking to stand out in your market, you’ll be a Misfit. You’ll think, do and see things different —all to help your customers rise. You’ll be fine in not being what you’re expected to be: standard. And Misfits are also the ones who appreciate how you can make things better for them in new ways. After all, how can you stand…
Outperforming the competition
It won’t make your brand the leader. It even won’t guarantee you higher sales. And if you’ve heard that “strategy is a set of choices to outperform the competition”, don’t follow that advice. It’s bullshit. Strategy is not about “outperforming”, as many say —especially on LinkedIn. If it was about performance, why would a business be preferred over others when they underperform? Take Apple, and even their other side in Samsung. Can you find companies that perform better? Yes. Do they get…
What does it take to stand out?
Ask yourself these questions How the hell do I get to better serve my customers? What questions do I answer? What questions do I make? Don’t (over)think them. Just write them down as they come. Don’t filter them. Once you got them, take some tea —or coffee, or your drink of choice— and explain each of those. Again, don’t look for the right words. It’s about a feeling first. You’ll have time for wordsmithing. Once you have those 3 questions answered, take a day to not look at them. And after…