The Sales and Business Growth Corner
The Power of Options and The Paradox of Choice
In my experience, one of the biggest mistakes people make when putting together a proposal for a client is offering just one "solution" to the problem. So they basically say, here's your problem and here's what we propose to do to solve this problem.
So, you might be thinking, what's wrong with that? Well, here's the issue: when you put it that way, you effectively have them thinking "Should I do this or not?" or "Should I work with them or not?"
A better approach would be to provide some options. I typically like to provide 3 options in my proposals in the pattern: good, better, best.
All the options are designed to deal with the core problems at hand but the level of service or value in each is significantly different to justify a variation in price point for each option in proportion to the value being unlocked.
This approach switches the mindset from "Should I work with XXXX?", which is essentially a binary yes or no decision, to "How should I work with XXXX?"
Now, in their mind, they're presupposing they'll work with you and they just need to choose the "right" option.
This makes it far more likely they will choose to work with you than if you didn't include any options.
You might be thinking, ok so then the more options I offer the better. And you'd be right, up to a point. You see, when you have too many options we get into the paradox of choice.
This is the idea that, we all want to have lots of choices, but in reality when we have too many choices it becomes harder to choose the "best" option and we end up not deciding at all.
So how many options should you offer? I'd say anywhere between 3 and 5 options is a good number as long as there is good differentiation between them.
Try this out and let me know how it goes.
And if you're struggling to come up with some options to offer, reach out to me, and I'll be happy to bounce around some ideas with you.
Maximizing Your Mental Performance
Why You Need to Avoid Drycleaning
If you're a working professional and get your clothes drycleaned from time to time, then you're going to want to read this.
I ditched my drycleaner a while ago and here’s why:
I found out that there’s a chemical commonly used by Drycleaners that’s super-toxic to our brains and the cells in our bodies.
This chemical is called TCE or (trichloroethylene).
Not only is this chemical acknowledged by health authorities in a number of countries as a known carcinogen but an even bigger issue is the link with Parkinson’s Disease.
Parkinson’s is a neuro-degenerative disease that affects the brain. Some major celebrities like Michael J. Fox and Muhammad Ali have struggled with this disease and it’s likely we all know someone in our families or communities affected by the disease.
Having seen what this disease can do to people I’ve had very close relationships with, I can say this is not something any of us can afford to ignore.
According to Dr. Ray Dorsey, TCE can increase the risk of developing Parkinson’s disease by 500 percent!
So, to avoid putting yourself and your family/friends at risk, I suggest using alternatives like steam cleaning or searching for reputable “eco dry cleaning” or “organic drycleaning” options near you.
That’s my PSA (Public Service Announcement) for this week!
BTW, speaking of brain health, I'm working on a project to help people improve their mental performance by unlocking the mysteries of how our brains work, and how to keep our brains healthy and effective so we can keep performing at high levels for as long as possible.
If you're interested in learning more, you can check out the details here:
Check out the SuperBrain OS project
---
And that's all for this week.
See you in my next issue.
To your success! PS If there is anyone you know who would benefit from reading this, feel free to share this with them PPS To sign up for this newsletter so you don't miss the next one, sign up here |
