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Why you’re hearing “We went with someone cheaper”

Are you hearing the dreaded “we went with somebody else who was cheaper” too much lately? The brutal truth, if you’re always competing on price, it’s because there’s no discernable difference between you and the competition. If you feel like you’re always competing on price, it’s because price is the only relevant variable that you’ve given your prospects to consider. There have been no additional parameters, or relevant issues introduced, to educate your prospects as to what really constitutes the best value when it comes to buying what you sell. From the prospects perspective, all things appear equal, so they

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A key towards attracting higher paying clients

What type of Business Owner are You? I’ve noticed that there are two types of Small Business Owners & Entrepreneurs: The ones who try to be the lowest price solution and attract the hagglers, cheapies and people who never have money. The ones who position themselves as high end, credible experts who command top dollar and attract people with money who are willing to put in the work. If you want to be successful, you need to be in the latter group. Being the lowest price solution is a race to the bottom that you will never win. You will

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Are you using the right offers to compel your prospects to engage with you?

If you’re an entrepreneur, you know that it can be tough to find new customers. You’ve probably put together a list of potential offers that you could make to prospects in order to win them over, but there’s a good chance that your list doesn’t include some of the most effective offers. Most companies make the mistake of only using one type of offer, which limits their results. That is the incentive offer. This is the classic “Buy Now” approach. Not only are these often ineffective, but they can also be damaging to your business. There’s three problems with Incentive

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Create an unfair competitive advantage by optimizing the right things, in the right order, at the right time.

We want things—it’s a subconscious process.  There is no way around it, and it happens instantly: nice jacket in the shop window, I want it.   Coke commercial on TV, I want it.  We don’t control the desire so much as acting on the desire.  We understand this, seemingly, when it comes to Coke, but we don’t seem to understand it when it comes to running our businesses. Businesses are optimized to do something for the owner.  If we don’t ask ourselves what we’re optimizing them to do—we don’t get it.  It’s really quite that simple. Businesses can be optimized for

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Why You Can’t Give Up

Too many people give up at the first bit of resistance and then claim that things don’t work when in actuality, they abandoned things too soon. Reality is full of challenges and obstacles. How do you overcome them? You can’t give up. Success doesn’t happen right away. I played golf over the weekend and was excited for the round as it was my league championship and I thought that I could have a good chance to place in the standings if I had a solid round. Things didn’t work out as planned. It took me till the 18th and final

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