• Skip to main content

Connectably

It's how Xero users systemise their sales & marketing with CRM

  • Problems solved
  • About
  • 2020 Lessons
  • Features
  • Pricing
  • Login
  • Trial
You are here: Home / #SmallBusiness60 / The clarity formula
The clarity formula

The clarity formula

posted on February 20, 2019

#SmallBusiness60: Episode 6

Pricing, getting paid, acting quickly, having control, and overcoming resistance… We’ve covered a few high-impact topics in just our first five #SmallBusiness60 episodes.

But without clarity – both for you and your prospect – we can’t do any. And without it, our prospect will always just do what they’ve always done. So let’s hone in on clarity.

My friend Peter Thomson has a simple way for remembering the components of clarity and what’s important. It has four parts and goes like this:

What are you going to do?

How are you going to do it?

And Why are they interested?

The ‘Why’ is split into two parts:

  1. a move away from pain or a problem, or;
  2. a move towards something positive.

From an 80/20 perspective, around 80% of people are motivated initially by a move away from a problem, 20% towards achieving something positive. But this can vary depending on your market.

I think most Connectably subscribers discover us because there’s a pain they want to address like confusing, disconnected software in their business.

C = W + H x Y²

It’s not mathematically robust, but it is a nice way of remembering how to achieve ‘clarity’.

Filed Under: #SmallBusiness60, Most popular posts Tagged With: Clarity, Peter Thomson, Why

About Gareth Everson

I founded Connectably with a vision to help the owners of small client-services businesses to do CRM with Xero. I'm passionate about helping our users to do more and be more for their clients, staff and families by putting an end to time, implementation, marketing and profitability problems in their businesses.

Connectably CRM for Xero users:
Simpler, more systemised business

See the problems you'll solve in your business

Related Content

Marketing Automation Formats

Marketing automation formats

Marketing Automation and Next Desired Action

Marketing automation and next desired action

Simplifying List Segmentation

Simplifying list segmentation

Reader Interactions

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

  • About Connectably
  • Blog
  • Contact
  • Online help
  • Services
  • Xero CRM software comparison
  • CRM checklist
  • Xero CRM features
  • Terms & conditions
  • Privacy policy
  • Cookie policy

© 2021 · Connectably Ltd