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Rod Aparicio

Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.

Featured Post

Work for free?

Do you ask for free work, samples to your suppliers/vendors/sub-contractors? Actually, do you expect them to do work for free before you engage with them? If you do, what are the reasons for it? If you don't, what are the reasons for it? Quite curious to hear what you have to say. :)

about 4 hours ago • 1 min read

You're not legally required to say yes to every prospect. You're not legally required to give a quote. Not even to build a proposal. Definitely not, to play in their terms. So, when you see red flags, saying "No" won't put you in a bad spot. Spend the best of your time in the customers you want to help and that 1) want help, 2) can afford you.

1 day ago • 1 min read

Have you come across this type of vendor trying to sell you something that's dressed quite nicely and redefined under a "new category"? When something is already known by you, you have a stand on it, and still they're trying to convince you to buy? And, if you're curious enough —or just want to poke around— you follow along and wanna see how much bullshit they're trying to feed you? That's the thing about pitching, presenting and convincing. It's not about them (your customers), but about you...

2 days ago • 1 min read

When you're complying with what your customers asks about price: "a better price", "a final offer", "your offer is 20% higher than the others", "my cousin can do it for less", you're giving away your power. And profit. And here's something else. You'll try to make up for what you're giving away, in other things with that client. To which, if they don't do or argue on, you'll look for ways to get out of it as quickly as possible. And trying to do that is not in your customer's best interest,...

3 days ago • 1 min read

Which one would you rather negotiate on: Price, or Payment terms?

4 days ago • 1 min read

Being generous doesn't mean doing things for free, but with intent. That's one thing many, MANY people get mixed up. "If i'm to be generous, i need to do things for free" In business it gets disguised as overservicing, overdelivering, overserving, or underpricing. In the long run it makes your margins to go thinner, and your business not sustainable. If you want to be generous, see and act to what's in your customers' best interest. Do it with intent. And do it from the heart. You can be...

5 days ago • 1 min read

Some say "The only thing that makes a leader is when they have followers." Bullshit. Leading and leadership is not (about) having followers. It's opening the way ahead so that others can lead in their own ways. Leadership is about taking the unopen paths when you're ahead of others, to risk things so that others can move forward. If you lead the way, others will see and take courage on taking the lead. And that's the game-changer.

6 days ago • 1 min read

... you're looking at it wrong. Because you'll treat them as followers. And when they get to be treated like followers, they'll act like followers. What if you treat them like leaders and help them get there? It'll change the whole way of seeing each other. They'll question and be critic. If you want followers... just buy yourself a bot farm. :) If you want to lead, help others lead.

7 days ago • 1 min read

"If the prospect is not a fit, you just say No." His face changed. I could see the fear into saying No to a prospect. It was like reading his mind: Him - "Saying No? I'll be losing business! I can't say No." Me - "If you try to get them to yes, to buy from you —even when they can't afford you— you'll put energy, resources, effort and hopes into a lost cause. Wouldn't it be more efficient to focus on the ones who can afford you?" And then it hit him. Hard. The fear was gone (at least for now)...

8 days ago • 1 min read

If sales are down because your competition is aggressive and price is the main driver, you don't have a pricing problem, you have a framing problem. Framing who your customers are. Framing how they can get more from you. Framing why they should buy from you instead of the others. Framing what you're offering. Framing what they're buying. Because, if price would really be the decisive factor, going lower than your competition by 10 or 100 would make it a no-brainer and you'd be selling more....

9 days ago • 1 min read
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