Fast, cheap AND good.
Fast, cheap AND good. All of them. How? You might ask. Well, setting up the right frame. To have it fast, you’d assume time is the key element. But what if it’s faster than the others? To have it cheap, you’d assume how much you can charge in comparison to others. But what if you provide options (with a high anchor)? 150 000 is cheap —compared to 5 million. To have it good. Well, if you can’t deliver good, do something else. And if you can’t deliver good, say no. Small detail here: this can…
Show them the door
Hard truth: Customers don’t hate anything more than “being educated” (especially by you). In the sense of “Hey, you, customer. I know better. Let me educate you.” It’s so obnoxious. Don’t educate them. When you choose to educate others, it comes as condescending. And in a disparity of power dynamic. Come along and understand where they come from. Then, give them the information to make their decision. Show them the door.
No fucking way!
“No fucking way!” That’s what you want to hear from your customers. As in: “No fucking way! That’s really what we wanted all along. After trying with other options, how is it you got it SO fast?! That’s amazing.” You get to that by delighting them. And asking the right questions. And —while having a broad range of understanding— with a deep knowledge of what you’re really good at. And willing to understand. To listen to get it, not to reply. And pushing them back on their thinking. And…
Hey, wanna play with fire?
Negotiation. How do you identify yourself in this case? Focusing on what’s important for them (your customers)? Or playing with fire? Check this vid out, and let me know.
Not their job
Customers aren’t supposed to “see” “find” “figure out” what’s that that you provide. It’s your job to help them see that. You’re the expert at what you do; they, on what they do (and want). Make it simple.
Your value is not important
Value pricing. There’s a big misconception with it. It has nothing to do with your value —or how you perceive your own value, or how your customers have to understand what you sell to show them how you justify your prices. Or how much effort you put into it. Or how cool you are. Or how great your work is. None of it. Take yourself out of the picture. Value pricing has to do with what your customer values —what they believe is important. Value pricing takes this factor and prices in alignment…
Because we really love tattooing.
“I wanna get a small tattoo” Lowering your prices won’t make you close more deals. In fact, it could very well deter your ideal customers. Discounting is a bad idea.
About 20…
“That’s how the super rich talk: they just say 5… 20…” Funny thing, that’s how your ideal customers also talk: in a natural way, with a big number, in terms of money. When you’re selling, you have to not think with your own pocket. You have to align with what they can afford and where they see the upside. Value is subjective. And the things they value, have a different appearance to what you see. Can you say to your customer “It’s $ 10 000” without giggling or breaking character? Try it…
Customers are idiots
“Not my customers. They’re fucking brilliant.You’re fucking brilliant.And I respect you.” Noel Gallagher Here’s the thing Customers are not always right. They’ll always be right on what they want (as the outcome). They’ll most likely be wrong in what they need, or on what they want as the solution. You’re the expert. You show them the door to a better place. You lead them through moving forward to not stay the same. Focus on that “1%”. 🙂
A quick question
On the last set of emails I’ve been sending links/vids/shorts to illustrate them a bit more —and in some, to make the starting point of the dailies. How do you feel about them? You can just reply with a 👍 or a 👎. Would really appreciate what you have to say. 🙂
