Value, profit, revenue or costs?
Some businesses focus on how to be more cost-efficient, because that’s how they think they’ll win. Others, on how to get more sales (revenue) because the more they sell, the more often they win. Some others, on how much profit they can add on top, so that the business model they have makes sense and can win. Few, on what their customers value and are willing (and able) to give in exchange of that (money). Still trying to win more. A very, very few, on how they can get to what their customers…
Are you scared?
Brian Collins (once again) wrote this article about fear. You need fear, you need insecurity —I’d argue you even need pain. Because that’s what also lets you see into the other side of life. Where you are not comfortable anymore. And, if channeled right, it might just be the thing that leads you to something awesome. Here’s what he wrote.???? Last year, I invited my friend (and our Chief Strategy Officer) Taamrat Amaize to give a talk with me at the spectacular OFFF Festival in Barcelona. The…
Imposter syndrome will be a guarantee
There was a linkedin post talking about entrepreneurship and how “imposter syndrome will be a guarantee” of it. Brian Collins came to say something raw, and brilliant in response. […] What is not true is this:- Imposter syndrome will be a guarantee.There is no such thing as Imposter Syndrome. That expression is just someone turning insecurity into a pathology. It is the human human trait called “learning.”Yes, anything new is going to have a learning curve.Entrepreneurship? That’s a steep…
Music is not a sport.
“Music is about soul, feeling and intention.” —Mohini Dey But first, watch this for 2 mins: Most about the features “[…] Very skilled, very technical, amazing in their own ways, but what’s missing is the soul and the melody.” My guess is that you can relate to this in your own market. There is always something missing, and you intend to change that in your own ways. And when you see things that way, you will find that, sure, things in your market might focus on performance and metrics for…
Stop getting in your own way.
Make it simple for your customers to get back to you. Ditch the jargon, the brain and extra work, the coordination. Get to the point, tell them the price and leave it up to them. Help them make the decision. Simplify things. It might look like this at first. From a complex process: Mailing Text All about why “your brand is the best” Discount Click Landing page Look for the owned product and its serial number Fill in form Apply discount Send Wait for the quote Get the quote Order Results: X…
Where were you for the last 10 years?
“Where were you for the last 10 years?!” That’s one of the best compliments you can get. Not because how it sounds to you, but because what they are feeling. This feeling is a response to: The actual feel of moving forward (from the status quo/previous situation). Seeing the light at the end of the tunnel. They realize they’re not doomed. Getting quick, small wins that show them the potential of change. In short: the first signs of transformation. That’s the kind of behaviors you’re looking…
You’re too expensive. Justify yourself
Way 1 Justifying yourself and/or trying to talk them into “reasoning” why you’re worth it won’t pull the trick. Anchoring your offering down, won’t do it either. Bumped into this vid where the “guru” (aka marketing-bro) lowers the price (anchors down), trying to set a comparison to then try to move the perception up. It’s bullshit. (I can tell you, because I’ve done that and it NEVER worked.) Here’s what he said. Someone is telling you “you’re too expensive” and they compare your product or…
About your brand
Today’s message comes from friend-of-the-list and fellow emailer Russell Wadlin, from TailWhip. Your brand. Don’t talk about it.Be about it.✌️ —Russell.
It’s not about *your* worth
When you do work, you’re not supposed to charge “what you’re worth”. That’s irrelevant. What’s relevant is how you can figure out what’s worth to your customer. ‘Cause when you figure that out, you both can focus on the real thing that will move the needle. You’ll make more educated decisions. You’ll work together to get to that thing as fast. When you know what they value, and deliver, they’ll be delighted. And they’ll be happy to pay what you never considered before. What you charge will be…
5 guys, kids and hot dogs
These are 3 types of tricks our brains play in communication. 5 guys Using the same words, yet talking of (or at least thinking of) different things. If you don’t ask to clarify… things can (will) go sideways. Spend less time with your kids Hearing something weird and just assuming it is what you think you heard. That can also bring weird moments if you don’t dive deeper into what’s that you just heard. It could be “Spend less time with your kids”… or “Spend less time with dickheads”. The…
