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The 5 Laws to Achieve Your Dreams: Bob Burg’s Proven Formula | Perpetual Traffic EP 633
16 ideas de marketing sacadas de «The 5 Laws to Achieve Your Dreams: Bob Burg’s Proven Formula | Perpetual Traffic EP 633», de Perpetual Traffic. Sobre…
- 16 ideas despiezadas
- Fuente Perpetual Traffic
- Dura 38 min
- Publicada en 2024
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Los cinco elementos de valor para diferenciarse más allá del producto intrínseco
Marca y posicionamientoCuando la oferta técnica o intrínseca se percibe similar a la de los competidores, la verdadera diferenciación que anula la sensibilidad al precio proviene de cinco elementos aplicados en cada punto de contacto: excelencia, consistencia, atención, empatía y aprecio, los cuales determinan cómo se siente el cliente consigo mismo y respecto al proveedor.
overall experience because there are two types of value there's the there's intrinsic value and that's simply the fine but it's not enough because every competitor can also tell that a commodity then you've got to be that additional value because they're buying tend to come down to five what we call elements of value within the law of value and this is what distinguishes you these elements of value are Excellence consistency attention empathy and appreciation and when you go into de to come down to this how do you make that person feel about themselves and then by extension about that at…
Escúchalo en el minuto 12:17
Mensaje y copywritingEl cliente no compra para ayudar al vendedor a cumplir cuotas ni por simpatía hacia la marca; únicamente compra si percibe que su situación mejorará tras la transacción. La comunicación y el marketing deben centrarse en el estado posterior y la transformación del cliente en lugar de destacar las características del producto o las necesidades del negocio.
it's like well if I show your product and how great you are you're really not selling effectively online you have to go put your put yourself in the shoes of your target audience and what do they get what's the after State what's the transformation that they get who cares about you really they only care about I would say is nobody's going to to buy from you because you have a quota to meet okay they're not going to buy from you because you have a sales goal they're not going to buy from you because you need the money and they're not even going to buy from you just because you're a really nice…
Escúchalo en el minuto 5:10
Competir por precio bajo comoditiza el negocio frente a vender por alto valor
Oferta y precioHacer del precio bajo tu propuesta única de venta destruye los márgenes y la sostenibilidad del negocio, convirtiendo la oferta en un commodity; por el contrario, articular y entregar un alto valor permite posicionarse en la franja superior de precios y convertirse en un recurso indispensable.
come down to who has the lowest price and uh trying to make low price your unique selling proposition is not a good way to do business it's not uh it's not profitable it's it's not U particularly fun and it's certainly not sustainable in fact I would say when you sell on low price you're a commodity when you sell on high value you're a resource so what the upper end of the price scale because they're selling on high value value not
Escúchalo en el minuto 12:55
Priorizar la entrega de valor al cliente como motor de rentabilidad y prescripción
Retención y relación con el clienteCambiar el foco de 'obtener' a 'dar' (aportar valor masivo y constante ayudando al cliente a resolver sus problemas) no es una postura mística sino una estrategia comercial racional: construye confianza, atrae compradores y convierte a los clientes en embajadores activos de la marca.
it's that shifting your focus and this is really where it all begins shifting your focus from getting to giving now when we say giving in this context we simply mean constantly and consistently providing immense value to others understanding that doing so is not only a more uh fulfilling way uh of conducting business it's actually the most financially profitable way as well comes down to when you're that person who can take your focus off of yourself and place it on serving others discovering what they need what they want what they desire when you can move the focus off of you and onto…
Escúchalo en el minuto 3:20
Ley del valor: entregar mayor valor percibido que el precio cobrado
Oferta y precioPara generar intercambios comerciales rentables y sostenibles, el valor relativo percibido por el cliente (tiempo ahorrado, dinero generado o protegido, tranquilidad) debe superar ampliamente el precio monetario pagado, logrando que el comprador se sienta beneficiado mientras el negocio obtiene un margen saludable.
one is the law of value and this says your true worth is determined by how much more you give in value then you to understand the difference between price and value a price is a dollar figure it's a dollar amount it's finite it is what it is value on the other hand is the relative Worth or desirability of a thing of something to the enduser or Beholder in other words what is it about this thing this product service concept idea that brings so much worth or value to another person that they will willingly exchange their money for it and be glad they did while you make a you were to hire an…
Escúchalo en el minuto 8:46
El principio del doble beneficio y el dinero como eco del valor entregado
Oferta y precioEn una transacción saludable, el valor percibido entregado al cliente debe superar ampliamente el precio monetario cobrado, generando un beneficio real para ambas partes; cuando el foco se sitúa en maximizar ese diferencial de valor y no solo en la tarifa, los clientes pagan con satisfacción y el ingreso económico se genera como una consecuencia natural.
actually gave you well over $55,000 in value in exchange for ,000 fee or price so you feel great about it and she also in any free market-based exchange there should always be two profits the buyer profits and the seller profits because each of them come away significantly better off afterwards than they were her fee was the result this is why John and I say that money is simply an echo nothing more than the focus must be on the value you're providing the money you receive is a is a uh natural result of Joy at paying our invoices in fact like some of our most our highest invoices are the ones…
Escúchalo en el minuto 10:02
Fomentar la confianza y los referidos priorizando el beneficio del cliente sin caer en el autosacrificio
Retención y relación con el clienteEn igualdad de condiciones, las personas hacen negocios y recomiendan a quienes conocen, aprecian y confían. La vía más rápida para construir esa confianza es cambiar el enfoque de uno mismo hacia el beneficio de la otra persona, asegurando que su victoria sea tu prioridad, sin que esto signifique actuar como mártir ni desproteger tus propios intereses.
it's really important when we say place the other person's interest first we certainly don't mean you should be anyone's doormat or a martyr or self-sacrificial and absolutely not at the golden rule of business is that all things being equal people will do business with and refer business to those people they know like and trust and there's no faster more powerful or more effective way to elicit those feelings toward you in others then by genuinely moving from that I focus or me Focus to that other Focus or as Sam one of the mentors in the story advised Joe making your win all about the other…
Escúchalo en el minuto 20:12
La única razón por la que un cliente decide comprar
Investigación de mercado y clienteNadie compra para ayudar al vendedor a cumplir una cuota de ventas, ni por simpatía o necesidad ajena; un cliente solo compra cuando cree firmemente que estará en una mejor posición comprando que no haciéndolo.
nobody's going to buy from you because you have a quot to meet they're not going to buy from you because you have a sales goal they're not going to buy from you because you need the money and they're not even going to buy from you just because you're a really nice person they're going to buy from you only because they believe that they will ultimately be better off by doing so than by not doing
Escúchalo en el minuto 0:00
La ley de la receptividad: dar de manera efectiva exige estar abierto a recibir
Estrategia y decisiones de negocioDar y recibir no son opuestos sino dos caras inseparables de la misma dinámica, comparables a exhalar e inhalar; para construir prosperidad en los negocios no basta con aportar valor a los demás, sino que es indispensable superar los bloqueos mentales y estar abierto a recibir la recompensa por el valor generado.
I mean so the the law of receptivity says that the key to effective giving is to stay open to receiving this means that yeah you breathe out you also have to breathe in it's not one or the other it's an and you do both you breathe out breathe out which is giving you breathe in which is receiving giving and receiving are not opposite Concepts being able to let go of those mental blocks that keep us from embracing the prosperity we've deserved based on the value we've added to so many people's lives so you know giving and receiving are not opposite Concepts they're simply two sides of the very…
Escúchalo en el minuto 30:57
Marca y posicionamientoSer auténtico consiste en actuar de manera congruente con los propios valores y aspirar a una mejor versión de uno mismo, no en utilizar la propia personalidad o defectos no trabajados como pretexto para faltar al respeto o negarse a evolucionar.
I think the term or the concept of authenticity has almost been hijacked in a way to to mean that you know there's no boundaries just say whatever you want just because it's authentic so you know authentic well you know I don't agree authentic of me that's baloney that's hogwash it simply means that person has an authentic problem uh that they need to authentically work on in order become a better higher authentic right effective authentic version of themselves so so we never want people to to use authenticity as an excuse to not grow uh but rather is impetus to step into your highest nature…
Escúchalo en el minuto 26:30
La consistencia y autenticidad personal son el fundamento de la confianza comercial
Marca y posicionamientoLas habilidades técnicas y de ventas pierden efectividad si no provienen de un núcleo auténtico y consistente; mostrarse genuinamente a lo largo del tiempo hace que la audiencia y los prospectos se sientan cómodos y seguros al saber con certeza quién eres.
here so yeah so the the law of authenticity says the most valuable gift you have to offer is yourself and in all the skills in the world the sales skills technical skills people skills as important as they are and they are all very very important they're also all for not if you don't come at it from your true authentic core but when you do when you show up as yourself day after day week after week month after month uh people feel very comfortable with you and they also feel very safe with you and why wouldn't they they know who they're getting and that's so consistency uh that we not only do…
Escúchalo en el minuto 25:17
ConversiónPara aumentar la conversión en la venta de libros o infoproductos alojados en plataformas externas (como Amazon), conviene ofrecer un capítulo de muestra gratuito descargable en el propio sitio web para que el usuario valide la calidad antes de enviarlo al punto de compra.
where it says books they can look at the they can find the whole go-giver series and some of my other books and they can download a chapter so they can read it first and see if they like it and then uh and then they can click through to
Escúchalo en el minuto 34:53
Oferta y precioLos ingresos reales de un negocio se determinan multiplicando el nivel de valor excepcional aportado por el número total de personas a las que se impacta (valor + alcance). Mientras que el valor entregado define el potencial de ingresos, la escala y el número de vidas servidas determinan los ingresos efectivos.
one yeah this one says that your income is determined by how many people you serve and how well you serve them so number two tells us that the more people whose lives you touch with the exceptional value you provide the more money with which you'll be uh rewarded your potential income but it's the law of compensation that represents your actual income because it's all about know law number one exceptional Value Plus law number two exceptional reach is what equals very high competation and
Escúchalo en el minuto 16:45
Generación de embajadores mediante sobreentrega de valor para acelerar referidos
Retención y relación con el clienteAportar un valor percibido muy superior al precio pagado convierte a los clientes actuales en promotores activos y embajadores de marca, lo que genera un flujo de referidos que escala el alcance del negocio mucho más rápido.
you know if you're her client the chances are you feel great about her uh you would do business with her again and you'd refer her to to others so and her accountant is very quickly amassing that army of personal walking ambassadors and as she continues to add exceptional value to the lives of more and more people her income will continue to grow and grow that's why we're such Advocates of a referral-based business because that allows you to to touch more people's lives a lot
Escúchalo en el minuto 17:48
Retención y relación con el clienteLa construcción de relaciones y favores en los negocios no debe abordarse desde una postura transaccional en la que se espera una compensación inmediata o se lleva un registro de deudas pendientes para cobrarlas a futuro.
thought like it it's not transactional meaning like I'm doing this because I want to get something you know it's like hey you do me a favor like The Godfather you know like he he gives the favor and then like at some point in time you're going to be called upon that's not how you need to look at it don't look at that's perfect there's no chit there's no chit that's owed and man
Escúchalo en el minuto 24:25
Ley de la influencia: anteponer los intereses ajenos para consolidar autoridad duradera
Marca y posicionamientoLa influencia y el liderazgo comercial se determinan por la medida en que se anteponen de forma abundante los intereses de los demás a los propios, constituyendo la base del éxito y la reputación financiera sostenible.
influence says that your influence is determined by how abundantly you place other people's interests first now again about it the greatest leaders top influencers most sustainably financially successful people This Is How They Run their lives and conduct their businesses
Escúchalo en el minuto 19:39
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