Fast, Cheap & Good
31 Jul 2025 · 1 min
1:01
Customers don't want cheap prices, they want cheap risk. The speaker argues that by letting them pay later, deliver value fast, and share in wins, you can charge more while they feel safer spending less.
Customers don't want cheap prices, they want cheap risk. The speaker argues that by letting them pay later, deliver value fast, and share in wins, you can charge more while they feel safer spending less.
Cut risk instead of price. When people talk about fast, cheap, and good, what they really mean by cheap is, I don't want to have to spend a lot in order to discover whether or not this thing is going to create value for me. In fact, sometimes it's like they think it's the thing, they don't really know how it's going to create value at all, and they're looking to do it, they're just looking to do it quickly so they can learn and cheap so they're not having to stake a lot. So how can you decrease the risk? How can you put them into a position where where, you know, before they are spending a lot of their money, they have a high degree of confidence, and better yet, they've actually realized the returns from that particular initiative. How can you help them self-finance that initiative and de-risk it? When you do that, their tolerance for, you know, so-called costs goes way up, because what they really cared about was not having a lot of, you know, staking involved. So If you can put more cost to the behind, if you can be sharing in the wins, then you can be offering them all three: fast, cheap, and good.
