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Overconfident clients

The Dunning-Kruger effect: lack of knowledge causes a person overestimate their own competence in a field of expertise. Does that remind you of anyone? It’s not anybody’s fault – we can’t know everything. But you need to be ready for this eventuality.

Overconfident clients

Don’t give me that

I know next to nothing about cars, but I can confidently spot the difference between a washed car and a dirty one. That is also true for spotting a well-made sandwich, cocktail, or any other result of a low-variance service. The trouble begins when I also think I can do Read more…

By Filip Fučić, 6 months6 months ago
Overconfident clients

Expensive Brick

As a rule, I used to set up my own PCs. I carefully picked components, assembled the machine, and installed everything myself. I knew what I was doing and that nothing really bad could happen. Then, in 2015, the expensive motherboard I got turned out to be incompatible with something, and the advice Read more…

By Filip Fučić, 9 months9 months ago
Recent Posts
  • The Input Value Trap
  • Symptom of Value
Categories
  • Value communication
    • Client Motivation Theme
    • Comparing Yourself
    • Talking about Value
    • Opportunity Compass
    • Getting Heard
    • Value Measuring
  • Pricing
    • Price fairness
    • Pricing how-to
    • Pricing vs Billing
    • Going rates bad
    • Discounts and elasticity
    • Giving stuff for free
    • Input based pricing
    • Output based pricing
    • Pricing too low
    • Dangerous formulas
    • Pricing portfolio
    • Price lists
    • Broad-field pricing tactics
  • Negotiation
    • Negotiation how-to
    • Don't play their game, initiative
    • Profitability
    • Nothing for nothing
    • Asks and escalation
    • Up front payment
  • Confidence adjustment
    • Overconfident clients
    • Skin-in-the-game pricing
    • Building tangibility, references
    • Confidence correction how-to
    • Peacock principle, falsifiability
    • Showing expertise
    • Implying vs bragging
    • Tone of your voice
    • Pricing the problem, not tasks
    • Get clients to listen
  • Need adjustment
    • Value pricing
    • Proposals
    • Interest calibration
    • Probing beyond data
    • Symptom poker
    • Product ladder
    • Saying no, scope protection
    • Managing expectations
  • Leverage adjustment
    • Leverage correction how-to
    • Big world perspective
    • Smurfing
    • Walking away how-to
    • Unlocking leverage
  • Expertise is not interchangable
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