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It's a year from now... (cont.)
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Next time you're on a sales conversation with a prospect, ask them this: "It's a year from now. We're having coffee together and you're happy. What has happened in your business in that year for you to be happy?" [Now you don't say a word. Embrace silence. Bite your tongue if you need to. :)] This question will push them to think. And you need to give them space to do that. If you talk, you take it away from them. When they talk, they'll give you A TON of valuable information to start seeing what success looks like to them. That's known as The Dan Sullivan Question (with a few tweaks) —Dan's the founder of Strategic Coach. What this question does is framing what their desired state is, in a concrete, quantifiable future. Something they can grasp. That they can actually see. And that will help you see where you can make the most impact —if at all. It tells you broadly where, how and IF you can help. And when you have these 3 things (where, how and if), you're a lot closer to help them. And take for sure, most your competitors won't even use it. :) |
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.
Your price is the representation of your brand. One of the touchpoints your business has that is the simpler to understand is price. If you can't articulate what's the relationship between your price and the value your customers seek, that's a sign. A sign for you to work on making that relationship a no-brainer in terms of understanding. If you can't command an uncommon price, you have a me-too (common) offering.
What do you see yourself still talking and interested in in 10 years from now? How many of the current things you do/research/write/publish/work on are in that spectrum? Think it'd be worth going on one of them deep enough to experiment and build new offerings/products/services? That's a quick way to see if what you're working on is aligned with what you see in a (not-so-distant?) future. 10 years can pass quickly. And 10 years can also be long enough to figure out if what you're currently...
It's a year from now. We're having coffee together and you're happy. What has happened in your business in that year for you to be happy? I'd love to know. :)