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. đ ———— Giving your customers 3 options actually helps them. It gives your customers agency. That they are in charge âwhich they areâ 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 đ), rooms paid and they come with – “Will you also like to add incidentals to your card?” – What do you mean “incidentals”? – Oh yeah. Per…
Don’t start from the bottom
Sometimes you need to start from the bottom up. Pricing is not when. When presenting 3 options for your customers to choose from, the usual way the proposal building gets approach is: Listen to the budget. Think of what could be built based on the budget and make a profit. Think of what the next thing could be built and make a higher profit. And build an even better one that would blow their minds (and be used as the high anchor). The thing is, it takes more effort on doing it so. It requires…
Working and Running
Which one are you doing in your day to day? Working your business? Or running your business? Seems like a nuance, yet it goes deeper. One is focused on tasks and getting to the next day, to the next goal. The other is focused on transforming the business and getting to the next stage. Often times, you get sucked into only working your business, into the day to day, leaving out of focus that you also need to run your business. They’re both important, and are intertwined. Give them the right…
What did you just say to me?
Here’s a conversation that happened last week with a founder. Them.- “Our closing ratio is over 50%. But some clients consume way too much of our resources, and a very few are just perfect (with the time-resource-profit proportion).I don’t think we have identified who our ideal clients are yet.” Question to you: While this closing rate is awesome, what if you pushed back? Here’s what came next: Me.- “Well, your product might be REALLY good… or you might be too cheap. :v” Founder’s reaction…
Politics don’t belong to…
Sure, sure. “Politics don’t belong to business”. You’ve heard it all. Here’s the BUT: Every business is an activist. Either progressive, neutral or regressive. Choosing not to choose is a choice.
After the silence
After the awkward silence came: “Why are you saying that? Our product goes for 42K per year.” Here’s the thing While this price might be high, it depends on the context. The firm is specialized in IT security (aka protecting high-profile companies from being hacked). Going deeper into the conversation, a company being hacked loses âbesides reputationâ a few millions. In no time. When set up on this specific context, putting 40K a year is pocket change compared to what stays secured. What…
Incompetence
There are 2 types of incompetents. Type I Here you find the ones who try new things, experiment, fail consistently, and try to bring new perspectives into new scenarios. They’re incompetent because they’re not trying to achieve efficiencies. They haven’t had the experience in doing the thing yet. They’re learners. Seth Godin writes a bit about it here. Type N Here you find the other type. Where they stick to the old ways of “We’ve always done it like this”. Where they don’t look for…
Having conversations
There’s a principle introduced by Blair Enns on how to approach sales: Replacing presentations with conversations. It states that instead of going into convince-solution-presentation-mode, where you do all the talking so that you get buy-in from your prospect, you go into a conversation. Trying to find a fit between their situation and how/if you could help. If there is a financial fit (can they afford you?). Going into this mode changes the dynamics of the sale. Makes your prospect go into…
What happens in a sales conversation
Being interested in what your customer actually wants âwhether or not they buy from youâ and qualifying if there’s a fit between what they want and what you can offer changes the way your sales will go. It’ll leave space for them to rant about their problem. They’ll tell you deeply into what’s really that they’re into. They’ll give away insights into how you could approach a way to help them. They’ll tell you what’s their perfect future âand if you could help them get there. You taking good…