Beruflich Dokumente
Kultur Dokumente
With Jan Triplett, Ph.D. CEO, Business Success Center 2011 Austin, TX
services
Poll #1 Please tell me about you. 1. Are you an 1. Owner 2. Manager 3. Employee 2. Size of business 1. Less than 20 employees 2. 20-99 employees 3. 100-499 4. 500+ 3. What do you sell? 1. Primarily services 2. Primarily products 3. Products & Services 4. How old is the business? 1. Not open 2. Less than 5 years old 3. More than 5 years old 5. Yearly revenue (average) 1. Less than 500K 2. 500K- Million 3. Over a million Business Success Center, Austin, TX 2010
Poll #2 Your Biggest Concern about Pricing Please indicate which ONE of the following is your biggest concern about your pricing. (Pick the one that keeps you up at night.) 1. 2. 3. 4. 5. 6. 7. 8. 9. Losing too many customers Not being competitively priced. Leaving money on the table. Not being profitable enough on each sale. Afraid I am not accounting for all my costs (missing something). Afraid to adjust my price. Competitors under pricing me. Breaking the law with my pricing policies. None of the above.
Better to be P to P
.)(.
POLL 3 Who is your primary customer? 1. Another business 2. A consumer 3. A non profit business/association 4. Business and consumer 5. Government
Platinum & Gold create stability Silver has potential Bronze uncertain Lead a time waster Concrete a business killer & never satisfied Radio Active Waste a long-lasting reputation & confidence destroyer
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Poll 4 1. What customers do you currently focus on? 1. Most lucrative (bring in most money over time) 2. Easiest sale (most accessible) 2. What customers do you want to focus on? 1. Most lucrative (bring in most money over time) 2. Easiest sale (most accessible)
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A Fair Price
Customers want: To get good value, pay a fair price. Sellers want: To give good value, get a fair price. Dilemma: Whats fair to one; may not be fair to the other.
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Pricing Considerations
Pricing is an emotional One price strategy usually
issue for you, your employees, & customers. Buyer reaction to price is unpredictable. Shoot from the hip & youll end up shot in the foot or worse.
doesnt fit all products/ services. Controlling costs can make a business more profitable than raising the price. Stay alert: pricing laws & regulations change.
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Pricing will
Make you rich or at least
qualifier. A way to position your company. Perceived by your Platinum-preferred client as a benefit not just a feature.
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comfortable or just sick and tired. Affect the success of all areas of the business. Require that you dont just set it & forget it.
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Poll 5 What is your current pricing based on? 1. Competitors pricing 2. Your costs 3. The value you provide your customer Who makes the pricing decisions in your company? 1. You 2. Sales Manager 3. Financial Officer 4. Owner 5. Other
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outcome, your preferred positioning, meets legal requirements, includes profit and contingency as well as costs. For a copy of BSCs Pricing Terms & Concepts Glossary or additional questions, please email me at triplett@runitright.biz.
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Jan Triplett
triplett@runitright.biz Jan Triplett Blog: http://www.ownersview.com