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Thought Sparks Wrap Up — June 2021
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Not Buying It — When your biggest competitor is non-consumption (June 1, 2021)
We’re used to thinking of competition as the biggest challenge for getting customers to buy from us. But a much bigger challenge is non-consumption — especially when the reasons people aren’t buying have more to do with friction than with what you’re selling.
A recent article in the New York Times got me thinking about how clueless we often are to the barriers that get in the way of potential customers becoming actual customers. It describes a big population of people who haven’t gotten a COVID vaccine yet, but they aren’t hesitant about it. They’d gladly get vaccinated and put as much of COVID behind them as they can, BUT… the barriers to doing so are for some folks, insurmountable. And the people trying to “sell” to them don’t get it.
We Need to Talk About Value Creation
A guest post by Ron Boire, Valize partner.
Throughout my career, I’ve lived by the simple idea that everything you do either creates or destroys value. There is no such thing as a steady-state until, of course, you are in the ultimate steady-state. This is an idea that I have tried to impress upon the important people in my life, my…
