osvaldo writing in how do I communicate and Mark it to a customer who already
and Mark it to a customer who already
and Mark it to a customer who already feels satisfied well as the holiday the
feels satisfied well as the holiday the
feels satisfied well as the holiday the good news is they know why your ideas a
good news is they know why your ideas a
good news is they know why your ideas a great idea the half of the job is done
great idea the half of the job is done
great idea the half of the job is done the next half of the job because
the next half of the job because
the next half of the job because actually it’s much harder to sell to a
actually it’s much harder to sell to a
actually it’s much harder to sell to a customers don’t know why they want your
customers don’t know why they want your
customers don’t know why they want your price especially the first bell so
price especially the first bell so
price especially the first bell so typically and I’ve done that i did a
typically and I’ve done that i did a
typically and I’ve done that i did a start-up and the first two years we were
start-up and the first two years we were
start-up and the first two years we were out there pitching the idea and when i
out there pitching the idea and when i
out there pitching the idea and when i look back and reflect on that first
look back and reflect on that first
look back and reflect on that first couple years we were actually educating
couple years we were actually educating
couple years we were actually educating the market we were educated and market
the market we were educated and market
the market we were educated and market to assume that they had a need at the
to assume that they had a need at the
to assume that they had a need at the time and actually I’d you know just kind
time and actually I’d you know just kind
time and actually I’d you know just kind of like okay extreme examples that
of like okay extreme examples that
of like okay extreme examples that you’ve been opened Steve Jobs SAT there
you’ve been opened Steve Jobs SAT there
you’ve been opened Steve Jobs SAT there with the Apple board holding up I’ve
with the Apple board holding up I’ve
with the Apple board holding up I’ve over 1 years again was there anybody in
over 1 years again was there anybody in
over 1 years again was there anybody in the world that we need integrated camera
the world that we need integrated camera
the world that we need integrated camera work around the phone computer no no
work around the phone computer no no
work around the phone computer no no yeah everybody thought at the time is
yeah everybody thought at the time is
yeah everybody thought at the time is pretty crazy in the ad kind of
pretty crazy in the ad kind of
pretty crazy in the ad kind of blackberry and Nokia national as
blackberry and Nokia national as
blackberry and Nokia national as dominant players and markedly so it’s
dominant players and markedly so it’s
dominant players and markedly so it’s harder actually to educate a market now
harder actually to educate a market now
harder actually to educate a market now the good news is if your customers
the good news is if your customers
the good news is if your customers satisfied then they didn’t know they had
satisfied then they didn’t know they had
satisfied then they didn’t know they had a need and and that needs kind of
a need and and that needs kind of
a need and and that needs kind of quarter to a third level so it means you
quarter to a third level so it means you
quarter to a third level so it means you can kind of go in there and say wow if
can kind of go in there and say wow if
can kind of go in there and say wow if you did it with my product it just takes
you did it with my product it just takes
you did it with my product it just takes you to the next level you kind of
you to the next level you kind of
you to the next level you kind of obviously get it you’re smart but I you
obviously get it you’re smart but I you
obviously get it you’re smart but I you you’ve bought a price that kind of does
you’ve bought a price that kind of does
you’ve bought a price that kind of does it but one my products so much better
it but one my products so much better
it but one my products so much better and then you can be very explicit about
and then you can be very explicit about
and then you can be very explicit about what the benefits are because that
what the benefits are because that
what the benefits are because that customer and typically you actually kind
customer and typically you actually kind
customer and typically you actually kind of some rules or benefit we haven’t
of some rules or benefit we haven’t
of some rules or benefit we haven’t talked about this before it but I’m
talked about this before it but I’m
talked about this before it but I’m surprised actually some rules of benefit
surprised actually some rules of benefit
surprised actually some rules of benefit either it saves them money either it
either it saves them money either it
either it saves them money either it grows their top line quicker either it
grows their top line quicker either it
grows their top line quicker either it makes their life EP or it sort of
makes their life EP or it sort of
makes their life EP or it sort of appeals to you could say their ego or it
appeals to you could say their ego or it
appeals to you could say their ego or it makes them feel better or you know all
makes them feel better or you know all
makes them feel better or you know all those sort of things so they’re kind of
those sort of things so they’re kind of
those sort of things so they’re kind of the full
the full
the full Reddington almost anything you could do
Reddington almost anything you could do
Reddington almost anything you could do with a product as shares the kind of
with a product as shares the kind of
with a product as shares the kind of indiscipline if it’s a product or even
indiscipline if it’s a product or even
indiscipline if it’s a product or even the service you see what is the need and
the service you see what is the need and
the service you see what is the need and that sounds like an escape is pretty
that sounds like an escape is pretty
that sounds like an escape is pretty well established customer so much and
well established customer so much and
well established customer so much and then you look at your product relative
then you look at your product relative
then you look at your product relative to why they’re satisfied and say why did
to why they’re satisfied and say why did
to why they’re satisfied and say why did can I give them additional benefits that
can I give them additional benefits that
can I give them additional benefits that will really appeal to them by program
will really appeal to them by program
will really appeal to them by program grow their business faster or helping
grow their business faster or helping
grow their business faster or helping whether business part-time until better
whether business part-time until better
whether business part-time until better for themselves I can take cost out of
for themselves I can take cost out of
for themselves I can take cost out of their business although so I can make a
their business although so I can make a
their business although so I can make a more efficient so there’s a kind of spam
more efficient so there’s a kind of spam
more efficient so there’s a kind of spam this kind of playbook of benefits that
this kind of playbook of benefits that
this kind of playbook of benefits that you can play in that the good news is
you can play in that the good news is
you can play in that the good news is they already get it they’ve woken up the
they already get it they’ve woken up the
they already get it they’ve woken up the drank the kool-aid and now you can take
drank the kool-aid and now you can take
drank the kool-aid and now you can take them to the next level and sell on the
them to the next level and sell on the
them to the next level and sell on the benefits and pitch the benefits
benefits and pitch the benefits
benefits and pitch the benefits explicitly the product and hopefully
explicitly the product and hopefully
explicitly the product and hopefully that will mean they’re well educated and
that will mean they’re well educated and
that will mean they’re well educated and they totally get it and actually could
they totally get it and actually could
they totally get it and actually could be kind of a rat very rapid sort of self
be kind of a rat very rapid sort of self
be kind of a rat very rapid sort of self referral to close them out what I would
referral to close them out what I would
referral to close them out what I would add to it is i would also really put
add to it is i would also really put
add to it is i would also really put some guy into the relationship you know
some guy into the relationship you know
some guy into the relationship you know you might be in a market where there is
you might be in a market where there is
you might be in a market where there is no differentiation where if you’re
no differentiation where if you’re
no differentiation where if you’re selling you know financial products
selling you know financial products
selling you know financial products everybody’s selling the same thing if
everybody’s selling the same thing if
everybody’s selling the same thing if you’re real estate agent you’re selling
you’re real estate agent you’re selling
you’re real estate agent you’re selling the same thing yes those differences i
the same thing yes those differences i
the same thing yes those differences i guess in your ability to sell maybe but
guess in your ability to sell maybe but
guess in your ability to sell maybe but really you’re telling the same thing and
really you’re telling the same thing and
really you’re telling the same thing and so the difference is the relationship
so the difference is the relationship
so the difference is the relationship and so if there with a current supplier
and so if there with a current supplier
and so if there with a current supplier and you want to supplant them then i
and you want to supplant them then i
and you want to supplant them then i would just try to really also build
would just try to really also build
would just try to really also build unpoppable everything Steven said which
unpoppable everything Steven said which
unpoppable everything Steven said which is amazing I would also look at that
is amazing I would also look at that
is amazing I would also look at that book the relationship how do I out
book the relationship how do I out
book the relationship how do I out service these guys compared to what
service these guys compared to what
service these guys compared to what they’re currently getting and form a
they’re currently getting and form a
they’re currently getting and form a tight communication with them so they
tight communication with them so they
tight communication with them so they understand that I care about them and
understand that I care about them and
understand that I care about them and they feel like I’m going to care more
they feel like I’m going to care more
they feel like I’m going to care more about them than where we’re currently
about them than where we’re currently
about them than where we’re currently with that could be reason enough to want
with that could be reason enough to want
with that could be reason enough to want to switch over and give me the next
to switch over and give me the next
to switch over and give me the next contract and deal so servicing the
contract and deal so servicing the
contract and deal so servicing the relationship saw on top of all of the
relationship saw on top of all of the
relationship saw on top of all of the you know clear easy-to-understand
you know clear easy-to-understand
you know clear easy-to-understand benefits i think would really help you
benefits i think would really help you
benefits i think would really help you win those deals
”
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