My First Million
The best business ideas come from noticing what's working and doing it better, faster, or for a different audience.
“we just add value rather than taking away price”
What It Means
Instead of discounting to close sales, add bonuses that address specific customer concerns
Why It Matters
Maintains profit margins while increasing customer satisfaction and perceived value
When It's True
When bonuses genuinely solve customer problems and sales team understands obstacle identification
When It's Risky
When bonuses are generic or don't address real objections, becoming expensive giveaways
How to Apply
Create bonus stack addressing different customer obstacles
Train sales team to identify specific constraints
Add relevant bonuses instead of offering discounts
Track which bonuses close which types of prospects
Example Scenario
“Software company stops giving 20% discounts, instead adds training bonus for capability concerns and integration service for implementation worries”