It won’t fly
That’s the answer to a different approach on sales presented on a project. The founder just said “That won’t fly”. When asked about why, the reply went as “that’s not how things usually happen in Germany”. – Have you tried it before? – No. – So, how do you know it won’t fly? – Because… that’s the way it is. Leaving some room to regroup, the next question was: – “What if you try with a small quantity, in very specific samples? Would that work for you?” – Ok… Sure, /that/ we could try….
How can you balance authenticity and sales on social media?
You don’t. It’s like asking “how do you make fries and play football while diving?” Makes no sense. They’re 2 different things that don’t take off from each other, so there’s nothing to “balance”. Authenticity has to do with how you bring your POV in a consistent manner. How you keep true to your beliefs (values). Sales, with how you guide and bring your prospects to make an informed decision —being that decision in their best interest and not necessarily you. Selling is leading. And to lead,…
Focusing on them is not forgetting about yourself
A few responses to a part of 3 Myths of personal brand were —in the background— asking: if it’s all about them/others… when do i get to think about me? Such a great question. Spoiler alert: It is not an either-or option. Here’s why While speaking to your customers, thinking of ways they can get help into what they’re after doesn’t mean you forget about yourself. On the contrary, it enables you to be more focused and scale your impact. To know what kind of “them” you want to think of starts…
Brand centricity
When being brand-centric “my brand, this is why we’re awesome, these are how many awards we’ve won, we build a strong brand” you focus your efforts about yourself. On how to be better than the competition. How to beat them How to win. (As if you could “win” in business) It turns the focus mostly on you and how to attract your customers. In trying to be more attractive, you shift, change and do what it takes to fit in. What if, in place of getting to pull people in, you design the ones you…
Send me a price
While it appears to be an opportunity to start a new deal, there’s lots going on in the background —especially if you’re in a nuanced, expertise business. It also means: I’m shopping for a price. I’m doing the assessment by myself. I’m already comparing other options. I’m checking features. It also means your prospect has the upper hand. Your negotiation power is low and hope is more of your “strategy”. There’s a simple fix though. Qualify your prospect. See if they’re the right ones for your…
Quantifying fun
How can you quantify the fun you’ll have in a project, so that when thinking of “them” doesn’t become a chore —or a long agony on what to write, how to approach, how to help? Quantifying fun In doing so, you’ll be able to see if the project is worth it and if you have interest in pursuing it. Plus, if you’re ready for the long game on the same type of projects. At its simplest, it’s 5 axis: Impact, Profit, Fun, Access and Credibility. ImpactWhat’s the impact on your clients. Is it a BIG…
From clarity to others
Thinking of “them” —your customers— comes from clarity. It’s how you choose to make a greater impact in your market. It’s about how you can focus on them so that you better serve them. It’s not about how great work you do, how cool you are, how awesome your brand is. (It helps, sure…) While you choose based on your personality, values, interest, access and more, the focus of your business is not you. It’s your customers. Being “others-focused” doesn’t take you off the equation —or means you…
PSA
For fun to keep being fun, you also need to take some good rest when needed. Just your friendly reminder that work is part of life. Take a small break. Enjoy. Then go back to it.
Going in first —a better way.
So, while going going second might be true sometimes, it’s also true that going first (properly) sets the dynamics in the negotiation. And you want to set the table properly. You want to help your client (and prospect) make a well-informed decision. You want both parties be on the same side. To thrive together, or thrive on your own separate ways —which is also fine. You want to not reek of desperation. You want to know if it’s worth moving on. If it’s worth working together. If it’s worth…
Going in first: the worst thing you can do.
There’s this common belief that in any negotiation (especially a compensation negotiation), the worst thing you can do is go first. Because “you’re giving your counterpart the information they need to get a better deal” —consciously or unconsciously. That’s nonsense. Re-read out-loud this last part: Give. Your counterpart. The Information. They Need. To get a better deal. Unless you see working with clients (or for this matter, anyone) as a “you lose, I win” war, wouldn’t you want the best…