I had a couple of questions for Claude to answer that may help everyone else out, so here goes.
My first question is what to do when prospects say that a service is not in their budget? Sometimes I feel this is a legitimate condition to not buying, and other times I feel it's just a brush off. What would you say to find out if a sale is possible? I normally just take it at face value and move on.
My second question is not sales related but relates to positioning and service offering, and really I just wanted to hear Claude's opinion. Most companies already buy content from someone else already, so I get people who are dissatisfied with their current service replying to my emails.
I've been toying with the idea that I could instead offer long-form blog articles of 1000 words or more exclusively. The first reason this came to mind was that it differentiates my offering from other content marketing companies that 'do it all,' and it's unlikely that someone has seen an offer presented like this before, but could still be in their field of interest.
Secondly, it's something that would complement what they're used to buying, so it's not about them rebuying an existing service or competing with what they already have apart from budget. In terms of fulfilment I'd also much rather provide one large article than four small ones, and the value to their business is generally greater in terms of SEO (time on page, backlinks, bounce rate etc), but this only matters if they believe this could be true for them too.
For some context, I'm targeting SMBs who have a blog and already publish content. So as a business owner yourself Claude, and say you were already buying content, how would I need to present this offer so it appears to dovetail into what you are doing with your blog already, as well as worth the premium price tag?