We are still inside the first wave. Economically the situation is beyond our control, beyond our understanding. Beyond anything any of us has ever gone through with our businesses.
But in times of stress the need to be calm, decisive and positive is higher than it has ever been.
We control our own destiny. We decide if and how get through this wave.
We need to get back to basics in each of our businesses.
In previous posts we talked about Cash. And we have talked about People.
So let us now discuss our Value Proposition under these extreme circumstances.
Extreme short version:
Inside the 1st wave of this shit storm.
Sell painkillers 💊 to your existing customers.
But only offer your most effective ones.
The ABC of your Value Proposition for the next 4-8 weeks
Note: You will need extreme FOCUS.
Say yes to a few things and no to many.
(This will serve us well in 2-3 months when trying to surf the second wave).
A) Customer segment: existing customers.
You have the trust (real asset right now), you have a relationship (basis of all business), you can show you truly care how they are doing.
These are the people you can serve right now.
note: this is NOT the time to look for new customers, segments.
B) Needs analysis: find the pain.
The pain right now is acute (confronted with it every day), it is very real, it is urgent to have a solution and you will find pretty universal.
This is the equation you have to solve. Treat the pain. Now.
note: this is NOT the time to look for demand of luxury or desires to be fulfilled.
C) Your Offering: sell painkillers.
Think of products & services you can offer that are effective painkillers.
Could be networking, could be explaining how to use Zoom, could be a sound system or a TV to forget about the shit storm out there for a couple of hours.
note: sell only the best painkillers. Focus on the pains you can relieve.
People will remember. Make sure they remember you and how you made them feel.
Focus on your existing customers who are in pain.
And apply your crafts. You are as essential as you have ever been.
Be well, be safe. ✌🏼
