The other day a customer said, “I’m putting in 120% effort, I’m exhausted and my wife hates it.” I can almost guarantee you, that guy’s doing all the RIGHT things to fix the WRONG problem.
At Roundtable last month, Stew, who sells replacement parts for industrial equipment, revealed his #1 discovery in 2011: His customers will pay what to him seemed “exorbitant” prices, for next-day delivery of hard-to-find parts.
Today he’s getting $500 for parts he used to sell for $150, simply because he’s the only guy who’s figured out how to ship the stuff in 24 hours instead of five weeks. It’s a bargain for the customer because otherwise a costly machine sits idle.
This is only one example of how he’s re-engineered his biz during the last year. Almost none of it has been “copywriting” or “optimization.” He’s changing the game instead. Last year he tripled his profits; in June he took an 11-day vacation to Alaska and the business hummed along without him.