Chapter 2. give them the fish, not the rod Flashcards
a good restaurant does what
Gives you a well cooked meal, meanwhile a bad restaurant shows you how hard it is to cook the meal
Don’t sell a Service, sell an emotion
Instead of Selling a horse ride, sell a Mind blowing escape that will leave you breathless.
where do ideas for micro business come from
inefficiency in marketplace
new tech or opportunity
spin-offs/side projects
how to value an idea
- how would i get paid with this idea
- how much would i get paid with idea
- is there a way i could get paid more than once
What does value mean
To help people
Value relates to emotion
So instead of selling key features, we a powerful description, sell a core benefit not a boring feature
uncover hidden needs
Some people say they want something but in reality they’ll want something else. So give them what they really want
how to make your customer a hero
sell customers something that makes them so useful that they can be considered heros
Sell what people buy
People don’t want to know behind the scenes
they want the Finished result
eg. No one cares about coding, they just want the app.
People will buy if something is…
Well packaged
Step one of starting now
Decide on a product or service
step two of starting now
set up a website
step three of starting now
develop an offer
step four of starting now
ensure you have a way to get paid
step five of starting now
announce your offer to the world
step six of starting now
learn the past 5 steps rinse and repeat.
important tasks for businesses
•Can you contact your customer list with a special offer or
incentive?
•Can you introduce a new product or service to complement your
existing portfolio?
•If you’re a coach or consultant, can you offer a special deal for
clients who prepay?
•Is there a new way you can attract subscribers, clients, or
customers?
business column, of more
Love, Money, Acceptance, and free time
business column of less
stress, conflict, hassle, uncertainty
Key points for chapter2
• Value means “helping people.” Our unexpected entrepreneurs dis-
covered that when they focused on providing value above all else,
their businesses were successful.
Give people what they really want, not just what you think they should
have. Give them the fish!
• The more you can market a core benefit instead of a list of features,
the easier it will be to profit from your idea. Core benefits usually
relate to emotional needs more than physical needs.
• Most people want more of some things (money, love, attention) and
less of other things (stress, anxiety, debt). Always focus on what you
can add or take away to improve someone’s life . . . and then prepare
to get paid
