In today's economy, which is being profoundly changed by globalization and the network effect of the Internet, there are only two viable markets: the fast food market and the gourmet market. In the fast food market, the customer expects the best price possible, perhaps even for free. In the gourmet marketplace, the customer is looking for something special, and is not overly concerned about the price. The key point is: there is no middle ground. There used to be, back in the good old days. But now, and into the marketplace of tomorrow, your company will find itself on either side of this great divide, and most companies will end up on the fast food side. This means the profit margins on their products and services will be inexorably eroded. This will make it near impossible to run a viable business. That's why we recommend you get on to the other side of the divide and package a gourmet meal, something special that helps your customers achieve something new, bigger, better, and different. In this podcast, Bill Bishop explains the great divide in detail, and explains how you can get started right now to deal with this significant issue.
Are you stuck in a price-sensitive, commoditized marketplace? Do your prospects try to haggle with you? Are you forced to lower your prices? Do you make slim profit margins? If so, you need to listen to this podcast. Bill Bishop explains how you can raise your prices 10 times or more, without taking any risk. In fact, Bishop explains how offering more expensive packages will help you stand out from your competition, attract more great customers, and achieve your full potential as an entrepreneur.
Do a lot of your prospects give you a "Maybe." Do they say that they will get back to you, or think about it? How often do these Maybe's actually turn into a Yes? Not very often. So you need to escape from this maybe economy, and enter the Yes/No Economy. In this economy you ask your prospects to give you a clear yes or no, and if they say maybe, you take it as a no, and move on. If you do this, you will save time quickly eliminating non-prospects, and close more sales faster with great prospects. Learn how to escape from The Maybe Economy by listening to this podcast.
One of the great opportunities you have is to provide your customers with "emotional value." If you help transform your customer's negative emotions into positive emotions, they will be willing to pay you more at a higher profit margin. Listen to this podcast in order to learn more about emotional value: how to uncover it, how to package it, and how to sell it.
When you do traditional sales, the customer has all of the power. They dictate all the terms of the relationship: Whether they are going to hire you or not, and how much they are willing to pay. That's why sales is a losing game in today's market place, and why marketing is much better. Marketing is better because you have much more power in the relationship. You decide if you are going to work with them, and how much you are going to charge. Listen to this podcast to learn how to change the game and assume more power in your relationship with prospects and customers.
If you have a business, you have to sell your products and services. But let's face it; selling sucks. Your prospects have all the power and you have to suck up to them. Selling is also hard, especially these days. People today don't want to meet with salespeople. They've gone into a bunker. That's why marketing is way better. Marketing is about getting people to knock on your door. That's way better. But how do you do marketing? Listen to this podcast, and learn how to use marketing techniques to turn the table on your prospects, and get a lot more great customers.
If you want to get rich, you need to start thinking like a castle-builder, not a ditch digger.
Every company has a first action that makes the engine of the business run, like a factory that runs because someone loaded up a steam engine with coal. In this podcast, we discuss why many entrepreneurs achieve inconsistent results because they fail to put coal into their business on a consistent basis. We also talk about why the coal of most companies is some kind of marketing activity.