Making more by selling less.

You have a choice:

You can either try to sell to almost everyone and make around a dollar or so per customer and barely survive or you can try to sell to almost no one and make around a thousand dollar per customer and thrive.

The problem when you’re selling to almost everyone for a dollar is that you’d automatically also be selling for a dollar to the very few people who’d be willing to pay up to a thousand dollar for what you have on offer.

Here’s the thing…

A low price might be a good way to find as many buyers as possible, but it’s a pretty bad idea if you want to survive.

So instead of focusing on making a dollar per customer, try to find the very few customers who are willing to pay a thousand dollar for what you have on offer.

Here’s a hint on how you could do that…

Don’t try to find customers that match your offer and instead try to find something that’s worth more than a thousand dollar to very few people and then create it.

Sure, it sounds like it might not scale.

But at the end of the day, the only thing that scales is a profitable business that generates more value for its customers than it captures…

Originally published at yanngirard.typepad.com.