Controversial opinion about exlaining value to clients: not all B2B clients are primarily motivated by fast 💰🤑. They all like 🌙profits, but their buying decisions are not always as straightforward as that.

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MORE ABOUT THE PARADOX PRICING TOPIC #4
🌔The revenue chasers - buying unlocks additional revenue - a new webshop, ad space, winning mindset, CRM systems, sales coaching, certificates of quality, etc.

🌒The cost squeezers - buying shields them from costs they would otherwise have to pay or endure - more time-efficient solutions, temp workers, waste reduction, etc,

🌖The risk dodgers - buying functions as a premium against being responsible for ignoring a risk - insurance premiums, SLA tech support, consultants, security, etc.

🌘The “optics” people - buying "WOW points". That may sound negative, but it's normal. - hairdo, copywriting, really famous lawyers or coaches, floral arranging, etc.



Knowing which of these you should be primarily targeting can be complicated, but rewarding in more ways than one. In Tracy's example, the value proposition that would fall flat for revenue chasers turned out to be perfect for risk dodgers.

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For more Paradox Pricing topics, check out:
#1 How do experts with higher prices not get beaten down? - [ Ссылка ]
#2 Why can't I pay my bills with my skills? - [ Ссылка ]
#3 Why are my awesome skills not recognized and paid well? - [ Ссылка ]

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