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Price fear
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Working on proposals, quotations and offers gets into some sort of comfort zone. A zone where you don't need to push for hearing a No, or where even ghosting is preferable to being rejected. Or trying to avoid saying a high price, so that you don't miss the opportunity. Or flinching at the very last minute —and lowball the offer. Or decide to start with a low price, because that way you can "upsell the next time". Behind all that, there's fear. And fear is a natural, instinctive survival mechanism. What do you do with it, though? Do you use it as a cocoon, to protect what you (might) have? Or do you use it to push beyond that fear, and see what's on the other side? Try this: Go to your mirror (or to a friend) and say "The price for [what you do] is [10X what you charge]". Let me know how it goes? |
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.
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...
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...
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. :)