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You Need at Least One of These to Grow a Big Business...

Name: You Need at Least One of These to Grow a Big Business...
Uploaded: 2024-08-23T21:00:09+00:00
Duration: 44 s
Channel: Shanli Liu, CPA, CTP
Description: In this segment, Shanli Liu explains the three core dimensions businesses must consider—quality, speed, and risk—and how to strategically win by…

23 Aug 2024 · 1 min

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0:44

In this segment, Shanli Liu explains the three core dimensions businesses must consider—quality, speed, and risk—and how to strategically win by excelling in one or more. She focuses on reducing perceived customer risk by delivering the most realistic approximation of the final product, illustrated with a teeth‑whitening demo that moves from a live demonstration to a recorded one, forming a "conviction continuum" of trust. She then briefly defines speed as the straightforward measure of time and quality as the degree to which the delivered outcome matches the customer's mental image of the ideal result. The talk emphasizes the trade‑offs and practical ways to position a business along these axes.

Chapters

So you got quality, you got speed, and you got risk. So you got to win on one of them or two. So how can I decrease the risk? And so when you think about decreasing the risk, it's how can I approximate the end result as real as I can for the customer? And there's levels of that. So if I were selling teeth whitening, right, I could in front of you swish your mouth and then your teeth go from yellow to white and you're like, holy shit, that was amazing. Your level of conviction that my thing works is really high. If I say, want to buy it now? One version, you know, removed from that is I show you a recording of me doing it to somebody else. It's like, that's almost as good. And so it's really, so if you think about risk, it's the conviction continuum. And so that's on the risk side. On the speed side, speed's time. Like that's straightforward, right? And then on the quality side, it's how closely it's gonna match their ideal, like their mental image of what they wanna have happen.