THE PERFECT PRICE
What’s the most important factor you need to know when determining price? The effort? What others are charging? Or… the result?
CLARITY BOOSTER
THE WHY GAME
Are you struggling to articulate your FIST PUMPING MOMENT? What are you really selling? We call this the ‘Why Game’.
RFA CHALLENGE: CLARITY BOOSTER
Do you know what you are actually selling?
What do customers and clients want from their relationship with you?
Most business owners and sales professionals UNFORTUNATELY don’t know the answer to this question.
They THINK that their customers and clients want…
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Features
Benefits
Products
Services
Your expertise
Your valuable time!!
But what they really want is…
A POSITIVE OUTCOME (aka a ‘Fist Pumping Moment’).
All those things… Features, Benefits, Products, Services, Your expertise and time… these are ALWAYS just a means to an end.
So, what is the end state? What is the outcome they are seeking? Here’s a clarity booster to get you thinking.
WHAT DO YOU ACTUALLY SELL?
Visit the Facebook Group and complete the following sentence…
“I thought I was in the business of [PRODUCT/SERVICE]. But all my customers/clients really want is [FIST PUMPING MOMENT].”
What’s your FIST PUMPING MOMENT?
(Spoiler alert: At what point does a client or customer say, “Yeah! I’m so glad [YOUR BUSINESS/NAME] came into me life!!!” It’s usually the inverse of the headache or problem that your product/service was designed to solve.)
This is something called a ‘Ready, Fire… Aim’ challenge. It’s not about nailing an answer. It’s about testing ideas.
THE PERFECT PRODUCT
Sometimes, the greatest barrier to sale is how you structure your service. Could it be reframed as a product?
PRODUCT ECOSYSTEM
THE PERFECT PERSON
In a digital age, narrow is good. Don’t make these three mistakes when defining your target audience.
Visit the Facebook Group and complete the “Doctor on the plane” test.
RFA CHALLENGE: DOC ON PLANE TEST
YOUR RFA CHALLENGE…
Visit the Facebook Group and complete the following sentence…
“Are there any [insert your target customer] on the plane?”
If you’re stuck, think in terms of…
— Age (Are they any 49 year-olds on the plane?)
— Life event (Are there any engaged couples on the plane?)
— Family (Are there any parents of 5 year-olds on the plane?)
— Profession (Are there any Marketing Managers on the plane?)
— Industry (Are there any retail business owners on the plane?)
Sometimes you may wish to combine more than one…
“Are there any men in their fifties getting married for a second time on the plane?”
“Are there any Marketing Managers who work in Retail on the plane?”
“Are there any retail business owners with small kids on the plane?”
WARNING! This is hard. The challenge is to get started. It’s not about getting it perfect! That’s why it’s called an RFA challenge.
