Nicolas Cole explains that selling to executives means timing your pitch around their budget cycles, not consumer price points. At companies with $100M-$1B revenue, executives allocate discretionary spend at year-end that needs to be used or lost. Frame your offer as a solution to that budget problem, not a purchase decision.
The way you sell to an executive is completely different than how you sell to a consumer. And normally those worlds are very separate. How you position the offer and how you go about framing the value often takes place in the context of how they allocate dollars. Most people don't know that if you're a $100 million company or a billion-dollar company, you have to spend a certain number of dollars each quarter or each year. So a lot of times if you can position your offer, especially in the context of like, I know that the year-end is coming up and I know that you have some discretionary budget that you need to get rid of, and I I can help you rationalize doing that right now for a specific reason. That's a very different way of selling than like, I have a $1,000 product or I have a $300 product.
What Every Writer Gets Wrong About Their Audience #writing #creator #writingtips
