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Comparing Yourself

Who do you want to be compared with

Before the internet era, if you were going to be compared with someone, it would always be your competition. Today, things have changed and Google is likely to suggest Reddit posts, magic pills, and amateurs as “alternative ways to solve the same problem”.

Value communication

Industrial Eye Patch

Viewing your competition as “others in my industry” or “people who do what I do” leads to a special kind of myopia. Namely, mixing up your “industry” with your “market” shows you a skewed picture of your competition while skipping many viable alternatives. For example, both BMW and KIA make cars and Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Flying Spider-Pig Bacon

The default buying behavior of humans is comparing alternatives. That means whatever you offer, it’s going to be compared to competitors. But what if you really believe that there are no competitors you could be fairly compared with? Does that mean that you actually have no competitors, that you are effectively Read more…

By Filip Fučić, 9 months9 months ago
Value communication

New Age of Comparison

Throughout history, selling expertise of any kind was usually local. That also meant that competition was fairly easy to identify and keep an eye on. The post system and the Yellow Pages expanded the range somewhat but still kept it somewhat manageable. From the neolithic times until the third industrial Read more…

By Filip Fučić, 9 months9 months ago
Value communication

Gone in 82 seconds

Historically, service value communication had a very limited range but was a fairly simple affair. If you sell ice cream or draw henna tattoos on a local beach, you still live in that world, but most industries moved on. Fairly recently, people decided to contact you after pricking you out from an 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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