Going in blind
How do you get to the 4 questions to figure out where you are in the mind of your prospect? With an empty mind. Without previous judgement, Without a solution. Without being in solution-mode (ready to fix the problem on the spot). You go in blind, as in a blind-date. To listen. To see if there’s a fit. To understand if/how you can help. To say No when it feels like a No. That’s your gift: knowing you’re in control. To help.
Opening minds
If you’re not the big player in your space, you can still get a great deal of the place. Once you figure out what you’re really good at, and what only you can do for your customers —what you do different in your market— you can challenge the big ones on your turf. It’ll catch them off-guard. They won’t know how to (quickly) react. And they’ll panic in some way. But that’s the fun part —seeing them like “WTF!” What’s better: you’ll be reaching their customers. But you’re not there to win….
Question 1 before your new year’s resolution
Do you sell problems? Because, if you’re selling solutions… does that mean your competitors are selling problems? Can you make a strong statement of one thing you do that your competitors and alternatives to you won’t/can’t make? Here’s the thing Your market is being offered solutions, strategic goals, planning, innovative, out-of-the-box-thinking, alignment, hacks, scale-ups, the-best-of, etc. Stop adding to the noise. 🙂
Confusing what they want with what they want.
Most often, your customers will come to you asking for something specific. Sure, they might be right. And sure (as seen somewhere on linkedin), “they (customers) don’t ask for outcomes, they ask for capabilities”. 🤷 The thing is They’re most likely wrong on what the specific thing they ask for is the proper one to apply. They’re (mostly) self-and-mis-diagnosed. When they ask for “capabilities”, they treat and pay for what they procure as commodities. Highly replaceable. The risk is on them…
Are you challenging your customers?
Challenging your customers to think bigger/bolder than what they do/expect is the main driver to create greater impact. If you move them from mainly budgeting to creating, the scales shift. You raise the stakes. You raise their rewards. And they way you can price.
Will you push back?
Challenging your customer means you push them to think different than what they expected. In some sort of way, it’s about killing the deal early. It’s for them to make the business case for you to help. Might sound like this: “Sure. I understand. Would you let me push back on this? —- What about…” If there are red flags at this stage, you’re dodging a bullet. Red flags can look like: Why so many questions? You’re being difficult. Just send me your quote/proposal. Your price is too high. I…
A strong start
One of the best ways to start strong the new year is focusing on ONE thing. It’s the hard decision to make on what’s urgent and what’s important. It’s the hard decision to make on which is the one thing that needs your focus, so that your business thrives —or at least, starts to. It’s the hard decision to make on what criteria and judgement will lead all your efforts, policies, actions. Here’s to you on 2025. If your business is at the edge, what is the ONE THING that you can not stop or else…
Test and Validation
The most productive way to test something is not by making MVPs. Even before that, what you can do is reaching out to customers and ask them. The usual way to do business is: “I’ll build and they’ll come”. What if you just ask first, see if there’s interest (aka traction), and from there build? You might be able to kill quickly the bad ideas. Or look for better ideas to make it more impactful. Just go and test. 🙂
Understanding what they want -> Simpler pricing
Don’t decide for them (your customers) what’s expensive. Let them do the math and thinking. What might be expensive for you might be peanuts for them. The only way to know is by understanding what they want.
Why so expensive?
“Why so expensive?” When you get that question from a prospect, a few things could have happened. Here are 2: This is the first time they are seeing the price. You’re easily comparable to more things in the market. What do you think are other reasons for them to ask this?