What We Need Is Confidence

Posted by Doug Davidoff

Aug 8, 2011 5:37:00 PM

ClarityI'm not going to lie to you.  The last 10 days have been bad.  Whether the S&P's downgrade of the US government has any real meaningful impact or not, it's both embarrassing and completely confusing.  It's a shot to the gut - for everyone.

The worst thing about it is that it is sapping the confidence in what is already a low-confidence environment.  And the problem is that no one, no company, does anything that matters when they lack confidence.

If you're selling a compelling value proposition to B2B companies, it's a pretty good bet you're asking your prospect/customer to make an important decision - a decision that involves some level of risk.  It's too easy for customers to just put things off, and wait for clarity.

This is where you come in.  In a market that lacks confidence, buyers seek those who have it.  Now is the time for you to be certain; to live the philosophy:

It's okay to be wrong, just don't be in doubt.

In November 2008 I said, "Damn the recession - full speed ahead."

Today, I share the same sentiment.  Be the company customers seek out for certainty and confidence - you'll enjoy the result.