BC MARKETING
Saved by @Alex1Powell

In your business, how do you handle the sales and price and T&C parts of the sales?

Specifically, when clients try to haggle, or try to make you play by their rules - what do you do?

It’s very common to then start to appease the buyer - and it's a grave mistake.

[Thread]

 When you start to reduce your price, or you agree tot terms you’re not happy with, you’re setting up for an experience that will disappoint your buyer and you as well.
In fact, the more you let go of your own rules, the lower level of customer satisfaction, no matter how good of a job you do.

Saw this tweet the other day:
“Just said goodbye to a potential client because they wanted me to go against everything I've learned and start work without a deposit payment.

"But we're BIG and you're small. You can be flexible."

"No. It's because I'm small that I can't be."
Now this is a correct and true response - but it’s also the wrong one.

Because how big a client is doesn’t have to affect your terms and conditions, and shouldn’t.

Because with that reply, the client heard ‘you’re right, you’re bigger and therefore dominant.
In other words, the client shows up with a big social ‘frame’, and says:

‘And you are small, so you do what we say’.

If you then agree with the first part of the statement, nothing you’ll say afterwards will change things for the better.

It’s a lost case.
But if you’d ‘break their frame’, and show your own, bigger, authority frame (which is rightfully yours, as the business owner), you might have a chance.

So a good and useful reply would be:

[...]“Size doesn’t matter.
"You are asking me to sell you this work, which means I also need to tell you my terms and conditions - which I've just done".

With two sentences, you can turn the tables, and position yourself back where you belong, meaning:

The owner and protector of the buying process.
As the business owner, state your terms and conditions, that a client may refuse or reject - and which they certainly may complain about if they want, but which is your prerogative, and duty, to protect.
I know it’s cool and scary and exciting when a big company wants to buy your work.

But don’t be intimidated, and never let them bully you just because they’re bigger.

You run the business, you get to define your terms and conditions.
You get to decide whether or not business is 'your way, or no way'.

This element of social frames is a big part of the ethical selling framework I'm teaching this Friday.

Don't miss it - sign up here: https://t.co/Ti5pjvndbJ

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Are you disturbed that you agree with one of those viewpoints? Or perhaps that other people you respect do?

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It was first described to me by Erik Martin, one of Reddit's first community managers:

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1. POST YOUR LINKS EVERYWHERE. People are lazy and want to do things as easily as possible. Put your shop/website/patreon link in your Twitter bio, in your pinned tweet, in your IG bio, make links easy to find on your site, put your links everywhere, please oh my god. 2/13

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I get DM's from founders with the same specific problems.

Here's a public list of marketing tools I recommend:

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1. Twemex

Twitter Advanced search on steroids.

Whenever you visit someone's account, see their most popular Tweets of all time in order.

H/T @Julian for this

https://t.co/8P2YJ3Jrf0


2. Good UI

Historical log of successful and failed A/B tests from the likes of Amazon, Netflix, Google

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See how your website looks across every device.

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We've used "seller financing" on two self storage deals in the past year.

And it raised our cash on cash return by 20%+.

And lowered the amount of capital we needed by $500k.

Here's a THREAD about a deal of mine and how this magical debt structure can work.

👇👇

My method is simple. In the late stages of negotiation I submit two offers:

One at a lower price.

And one at the exact price the seller wants but with him holding back 10-20% of the purchase price in the form of a 2nd mortgage (with a second position to your bank loan).

Contrary to popular belief seller financing rarely includes the seller holding back 70-80% and acting as your bank.

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This is a case of that situation exactly.

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