Posts Tagged ‘ideal client profile’
Where do you get your best ideas?
A global pandemic is a rare and unusual form of disruption. Although the whole point is that we never see it coming. Disruption comes from unexpected places, and even hindsight is often short-sighted on learning its lessons. Let’s walk through three lessons from three highly disruptive episodes of recent business generations. Disruption story one: Uber…
Read MoreUnique Value Proposition or Unique Sales Proposition
What is the difference between a unique value proposition and a unique selling proposition? This question has come up several times in the last few months. And the truth: there are varying views on this. But the most common consensus is: A value proposition is about your client A selling proposition is about you Unique…
Read MoreNew Course: Why You Need Customer Profiles
In the video below I tell the story of a business who went after any client they could. “After all”, they told me: “We are a new business and we need to grow”. Find out how that went for them, and why building customer profiles saved their sanity, their success, and their business. And then,…
Read MoreFind out what your clients fear
All of your clients want something. All of your clients need something too. And all of your clients also fear something. They may talk about it, ignore it, or not even have thought about it yet. Still, they know that every decision they make involves some risk. What are the risks Every decision carries risk. …
Read MoreSome people choose the generic option
Let’s be honest with one another: we all want to be the “premium” offer. When we think of why people buy from us, we are hoping they won’t say “this is the cheap, generic option”. But then, some buyers do want to buy the generic offer. What is the difference between our offer and the…
Read MoreHow competitive are your competitors?
Two sentences that will grind your business to a halt: “Anyone is a good client” And “I have no competitors” Let me assure you that taking this approach will slow down your business growth rather than drive it. You should consider it good news to hear that neither statement is true. Welcome competition In my…
Read MoreCan everyone in your business hear your customers?
Who talks to your clients every day? Is it you? Is it your salespeople? Is it the teams that serve your customers? Who listens to your clients every day? What customer-centric means Being customer-centric is not just about appreciation gifts, cards on birthdays, and a friendly demeanor. Being customer-centric means innovating for customers, not against…
Read MoreHow to use WIIFM (what’s in it for them)
Trust your customers to know what they want. And when you sell to other businesses, those are mainly business-related achievements. But businesses are still run by people, and people are ultimately driven by the WIIFM urge. Saying “what’s in it for me” conjured too many negative stereotypes, so allow me to debunk this impression right…
Read MoreWhat are your clients thinking about when they buy from you
The answer is: it’s not about you. So how do your customers buy? Deciding to buy something means knowing that choice is the best option; using the money there instead of somewhere else, hoping it will be a long-term solution, considering what else has to change to accept this new product and more. The better…
Read MoreWhat Is Your Next Customer Doing, Right Now?
How do you know who is ready to buy from you, right now? How do you know who else would be willing to buy from you, if you managed to speak with them? How do you know who else would buy from you if only they knew that you existed? How do you know who…
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