Selling Archives - Page 4 of 9

Pricing relativity

Posted on September 29, 2011 by Steve Sammartino

When I buy something via iTunes it doesn’t feel like money. Especially when it is an app that is a few dollars at most. It’s easy to press a button which confirms a purchase at a value which is lower than anything you can buy in the real world. A coffee or coca-cola is $3.50 these days. it doesn’t end there though. When we get the bill on our credit card it’s the smallest number on the page.

Mobile phone plan $59

Restaurant XYZ $179

itunes $2.99

Again – the comparative spend makes it easy to ignore it as inconsequential expenditure. Yet, for some reasons we’ll switch brands at a supermarket to save 15 cents on the purchase of toothpaste.

There’s an important lesson for entrepreneurs here, and that is the selling environment and immediate comparison.

Relativity.

How can we sell our brand in place where it looks cheaper than everything else on offer, as the biggest barrier isn’t how much money it costs, but how much it costs relative to the things around it? It turns out that what the price is, is not nearly as important as where the price is.

Top 10 financial hacks

Posted on April 13, 2011 by Steve Sammartino

There is no point being a successful entrepreneur, or selling a startup if we have no idea how to handle the money we get. So here is my top 10 financial life hacks.

Spend less than you earn, no matter what that amount is. The net result is happiness.
Allocate cash to savings & investments before anything the day you get your profits, pay or dividends.
Never go into debt for anything which does not appreciate in value.
The real definition of an Asset: Anything that puts money in your pocket. The accounting definition of an asset is flawed.
Do not trade stocks. Trading makes the broker and tax man rich and you poor.
The greatest financial instrument is ‘compounding’. It only happens when we hold assets, not by trading them.
If you can’t afford a consumer product in cash, you can’t afford it.
There is no such thing as ‘financial engineering’. It was invented by Wall street to trick you.
The best type of share investment is an Index Fund. They are investments in civilization. If that fails, we have bigger worries than our money.
Invest more in education than entertainment & ‘things’ and you will outdo society financially.

The truth about small fish

Posted on November 30, 2010 by Steve Sammartino

When starting out or chasing new customers on an existing business it makes sense aim for smaller players first, to build confidence, and get a few small wins on the board…. right?

The problem with thinking like this is that it makes life harder and less profitable.

The truth about small fish, is that they are harder to catch than big fish. They’re more elusive than the big guys and are often much harder to convince to invest their money in whatever we are selling. With the small fish the decision is often about whether they should invest their money or not. The advantage of the big fish, is that the investment funds are usually allocated, it’s more a question of doing business with company A or company B. From a revenue perspective it’s far wiser investment of time to court a customer whose decisions to invest are already made. A $10,000 customer is harder to get than a $1,000,000 one.

The other factor worth considering is our reputation. If we become successful selling to the small players, we’ll be seen as a small solution provider. But if we land a big one it gives us a license to knock on other big doors. When the investment is time, its worth chasing the bigger reward, and the truth is that it’s often an easier sell job.

Tweet worth sharing

Posted on October 11, 2010 by Steve Sammartino

Wrote this tweet this morning and thought it was worth sharing here for any entrepreneurs who are in the process of selling their wares and aren’t on the twitter wagon yet.

It is easier to say ‘No’ to a piece of paper, than it is to a person.

Blogs are a stadium

Posted on September 9, 2010 by Steve Sammartino

I was asked today about how blogs should be built and leveraged from a commercial perspective. It seems to be a regular question I’m asked. The giving element that is required in the blogosphere seems counter intuitive to the way our minds have been trained via the industrial complex. They often struggle with the fact that we just have to give, and the law of natural economics just kicks in. So I came up with this analogy which I think makes sense and explains how it should be approached philosophically.

Blogs are like a football stadium.

The game is played in the middle of the ground.

In blogs the middle of the ground happens to be where our posts are geographically placed.

This is why people come to our blog. To see the action. To learn from and be entertained by the actual game (posts)

But like all good stadiums we have related infrastructure around the edges. Our details, company, tweetstream, contacts.

If they like the game we play (our posts) they return. The crowd gets bigger, and they tell their friends to come.

Like the stadium the revenue comes from all the related elements like the concession stands, the parking and the sponsorship. The stuff that generally lives around the edges… both in stadiums and our blogs.

But we must never forget why they are here. To enjoy the game. They only ever return because the enjoy the game (the blog posts). So what we need to do is build our industry around the game, rather than charging for tickets at the gate. Charging entry just doesn’t work beause there is far too many games they can attend. (more than 200 million in fact)

So when someone asks you about how to make a blog work. Remind them of ‘stadium economics’ and that it’s the quality of the information and entertainment which earns us the right to sell them the occasional hot dog.

Worldometers are great

Posted on August 14, 2010 by Steve Sammartino

I’m really loving the worldometers website. It’s a list of global statistics which are updated in real time

Not only is it a very interesting, but it is a terrific resource for entrepreneurs and marketers alike. No matter what your business you could grab some statistics from it to open the mind of your audience in a presentation. For example:

If in the distribution, health, food business we could present this statistic:

Undernourished people in the world = 1,026,904,563

Overweight people in the world = 1,153,103,026

Which shows that there ‘is’ enough food int he world, it’s just in the wrong places. It’s a distribution issue.

If in the eco energy, or environment industry we could share the following:

Energy used worldwide today = 422,173,999 (MWh)

Solor energy striking the earth today = 39,886,999,999 (MWh)

Showing that we have the 40x the natural resources needed, we just need to harness it.

In fact, the way we could use these statistics is limited only to our imagination. And when we are presenting to audiences, it’s their imagination that we should really be trying to inspire.

When we get big

Posted on August 1, 2010 by Steve Sammartino

There are many things we’ll implement when we get big enough. When our footprint is big enough to deserve the investment of the bigger, game changing idea. When we achieve X, we’ll implement Y.

Maybe we ought implement Y now and skip X altogether?