Don’t be that client.
The amazing thing about reading a post on free work? You also being triggered by it and coming with great replies and perspectives on the subject. (Thank you tons!) This one post shared in a previous email is the thing that triggered me to think about what’s wrong here: Some of the replies [edited for clarity; shared with permission) “Asking 1200 people to invest time in something you know will only go to one person is questionable, perhaps unethical.” — Wes Wheless, The Lightbulb. “… there…
“Showing up is the secret”
This is the thing that inspired the question on the “Work for free” email. “Showing up is the secret” But is it?
What “competitive price” sounds like
Here’s what it sounds like when someone says “competitive prices”: that they have lower prices than the competition (so they can win). That they’re inexpensive. That they won’t be able to command a premium. That they’ll accommodate to whatever the customer asks. That they have no power in the sale. That they shy away from leading. That they can’t say “No, thank you. Not interested.” That they’re cheap. That they’ll match competitors’ prices. That they’ll win… the race to zero.
Is another good idea
The message from yesterday was asking “What’s the opposite of a good idea?”. A bunch of responses —myself included not long ago— said “A bad idea”. And it makes sense…. if we’re living in a world of dualities, win-lose, zero-sum, black and white. But that’s not the case. 🙂 Listening to this amazing conversation between Rick Rubin and Rory Sutherland, here’s what Rory said: “The opposite of a good idea is another good idea.” Because creativity (and originality) is not about beating the…
650
Here’s Billy. A specialized b2b expert in a very niched market. Yesterday, he got to sell a custom application (B) for a client as an added featured to another product (A). The costs of the materials of this added (B) application are $200. The price set, 650. Is this a good or a bad deal? . . . . . . . Your answer here. . . . . . . The price for the base instrument (A) is $ 16 000. . . . Still keep your thought of good / bad deal? Let me know what you think. PS. The main device (D) to where…
Kryptonite
“What’s your weakness?” is a must question when interviewing for roles. It’s stupid. Just picture this. Superman is applying for a role at the Justice League. He gets the question: “So… What’s your weakness?” He knows. You know. I know. They know. It’s kryptonite. And what are they going to ask? “How can you improve your weakness against it?” What’s he going to do? “Well, when I see it, I’ll run away…?” See the ridiculousness of the question? (: Now, we’re not from Krypton. We’re humans….
Your own prison
A prison where you’re trapped —of your own making. That’s how Blair Enns describes pricing and the feeling of stagnation you might have —how you “can’t” raise your prices just like that. [You can also listen to it here] And he’s right. Traditional pricing (and how most of us have been taught on it) has to do with how we charge, based on what it costs us, and the extra (margins/profits) we’re supposed to make. This margin of what we’re supposed to make usually gets to be based on: what the…
As a buyer
In response to the 650 question on if Billy’s deal was good or bad, friend of the list and great illustrator and designer Rad came back with one question that was HUGE (edited slightly for conciseness, shared with permission). “The customer got a heck of a deal from Billy because they’re sure to make a killing with the enhancements because it’s already 16,000 to get the instrument but only less than 10% to get the upgrade.Billy could have charged more. (I think)What am i missing?” Here’s a…
Marketing or branding
Marketing is understanding business through the market lens. Branding is understanding business through the customers lens. They both work together. One is not “better”, “more important” (aka strategic), than the other.
Piiiiiiiiiiiiiiii
That’s the ringing in your prospect’s ears right after they hear your prices. They can’t listen to anything else. They can’t hear. It’s just this ringing after they hear your price. And you keep in silence. Let it stay in their head. Once they processed it, they’ll ask questions. And that’s when you grab on the opportunity to lead. Lead them to see their future. Lead them to think and see things different.