Can you do this?
What is your answer when being asked by a prospect: Can you do X, Y, Z? And also A, B, C, D? Also, can you show us a breakdown of how the time will be used and how much will each item be? How do you respond to this?
The shopping list
“Can you do X, Y, Z? And also A, B, C, D? Also, can you show us a breakdown of how the time will be used and how much will each item be?” That’s exactly what it is. A trap. A trap to get you to itemize what you do, so that they can choose what works for them… according to them. A trap to get you to play in their terms —at the price they set. It’s self-diagnosis and self-prescription at its best. The (well, ONE) way to get off this trap is simple: ignore it. You’re not obliged to break down…
The breakdown
“Can you show us a breakdown of how the time will be used and how much will each item be?” Client / Prospect ———— “Re: breakdown. I don’t do a breakdown of items. It would mean you’d be working on an estimate —and we all know estimates are always underestimated. I’d rather give you a full, fixed price, so that you can make an informed financial decision at no risk of spending anything extra if the estimate is that: an estimate.” You’re not obliged to breakdown anything at all. Not…
On positioning
Positioning is not business strategy. It’s a part of, but it’s not THE strategy. Positioning is a reflection of your business strategy (your business approach). Your position(ing) can shift in time to be better aligned to your approach in business. The simplest way to start with it is: WHAT YOU DO + FOR WHOM. It’s a good way to start.
Are your competitors lying?
If you see that in your market, what do you do? Here’s an episode of April Dunford’s podcast about that, and a few smart ways to call them out (with class). 🙂 Give it a go, it’s 24 mins. 🙂 And, please, in case you’re tempted to stretch reality… just don’t. 🙂
Talk price early
If you’re selling something that is somewhat of a considerable amount ($$$), you want to talk price early in the game. Take it out of the question from the beginning. You’ll respect both your prospect’s time and yours. Going first into the details of what you do / sell [AKA features, or deliverables] to then try to convince is justifying the cost / effort of what it takes towards the price. “It does this, so the price is this”. Think of what they want, their desired state, what they value….
Nobody will pay this
“It’s too expensive. Nobody will buy this thing. The price would be too high.” — Will . salesperson The price? $ 100 K. Here’s the fun part, though: Without context it sure feels like a lot of money. It’s 100 K, right? However, the customer is currently using an alternative for $ 200 K.PER YEAR. This 100 K? What it would be for the customer to pay. For 5 years. To them (the customer), it’s comparing 1 million to spend in 5 years vs 100 K in 5 years. For them, it’s 90% in cost savings. For the…
Are you able to ask the hard question?
When selling to another business, both parties tend to see the sale from a cost perspective. However, that’s not important. You can change the way this works and how they see things. In a b2b setting, you need to involve the ones who are making the decision (for this you can deff check The Challenger Sale, The Jolt Effect and Sales Pitch). If you get to talk to Procurement/Purchasing at the very end of the process, you’re out of the game. They have all the power to negotiate (and they’re…
The power of options. And why to give 3.
Pre-S. Influenza got me good this past week. Not fun having high fever sustained through days and nights. So, PSA, get vaxxed if you can. 🙂 ———— Giving your customers 3 options actually helps them. It gives your customers agency. That they are in charge —which they are— of what’s next. It gives them a better view of your expertise and how you’re thinking for them and with them. It makes the comparison easier between you and your competitors: it goes from “Why should i choose you?” to…
Incidentals
WARNING. This is a price-rant. Hotels and hospitality… it’s going ridiculous. Don’t you hate when you’re expecting to pay something… and out of nowhere there (somehow) comes extra costs that you were never aware of? Not even in the small print. Checking into a hotel (in Boston for the week, so if you’re around and fancy a meet up, coffee is on me 😁), rooms paid and they come with – “Will you also like to add incidentals to your card?” – What do you mean “incidentals”? – Oh yeah. Per…