International Business Growth Radio Network
  • HOME
    • YOU >
      • Grow with Us
      • Themes
      • FAQ
    • US >
      • North American Partners >
        • North American Hosts
        • North American Directory
      • Australasia Partners >
        • Australasia Hosts
        • Australasia Directory
      • South Asia Partners >
        • South Asia Hosts
        • South Asia Directory
      • Prime Meridian Partners >
        • Prime Hosts
        • Prime Directory
      • Exec Team
    • LISTEN NOW >
      • OnAir TODAY
      • Show Notes
      • Podcasts
  • News
  • Blog
  • NETWORK
    • Sponsor Network
    • Special Preferences
    • Privacy
  • NOTES
  • Community
  • APP
  • SHOP

show notes

Stages of Development

Episode A.011 Closing The Offer - Part 1

19/5/2020

0 Comments

 
As discussed in earlier shows on this track, a step-by-step process is the right approach. That doesn't mean you are done after the first pass. At a minimum you should do this twice. Once you finish pricing start back at Strategy Starts Here and work your way through the information. The second pass will allow you to refine and rethink earlier decisions. It is critical you are committed to implement with urgency so build your confidence now.

Show A.006 Strategy Starts Here
Part One: Capturing Your Dream
  1. The Dream: your why.
  2. Vision, Mission, Values: turning your why into the company's DNA.
Part Two: Strategic View
  1. Strategic View;
  2. Value Proposition;
  3. Targeted Markets.

Show A.007 Defining Your Market - How to Pick the Market for Investment
Segmenting Questions
  1. First sort: Regional or Account Type;
  2. Current Trends in the Market;
  3. How big is this market;
  4. How big are the adjacent markets;
  5. Market Penetration of our Offer;
  6. Potential Growth in the Market;
  7. Who are the competitors and their market share;
  8. Relative satisfaction of current providers;
  9. Potential for Becoming #1 or #2;
  10. Current process fit the prospects;
  11. Financial ability to pay and timing;
  12. Current pain points - the why behind purchases.

Show A.008 Building Your Offer By Market
​
Conduct or Gather Market Research
  • Identify pain points (needs) by targeted industries or companies;
  • Identify targeted industries, companies, or consumers with budget to obtain acceptable margins;
  • Identify targeted industries, companies, or consumers that fit your processes;
  • Match current product/services brand offer with sales opportunities. 

Analyze Sales Opportunities
  • Given what these companies or consumers are currently buying, identify why are those products and services not sufficient;
  • Match specifications of our image, products, services against what is being sold;
  • Identify the greatest gaps between our and the competitors offer that provides an opportunity to sell;
  • Identify unfulfilled gaps where no offer solves the problem.

Market Scope
  • Clarify the demographics (age, gender, position, etc.) and psycho-graphics (buying decisions, etc.) of the decision maker;
  • Clarify how our offer provides superior value (or solves problems better, etc.) for the client;
  • Build your product/service ladder (entry, basic, core, advanced) with features and pricing.

Show A.009 Building Your Value Ladder
Let's take those 3 in order
  • The first level  is about a call to action (CTA.) 
  • The second level or levels is where the relationship built earlier is monetized. 
  • The third level is your price anchor. 

Show A.010 Pricing Strategies & Methods
​
Fundamentals of Pricing
  1. Market Based; 
  2. Cost Plus;.
Targeted Margins per Unit
  • Industry Average; 
  • Competitor Average;
  • Desired Margin. 
Project Volume per Product and/or Service
  • Total Capacity in Unit;
  • Break Even Point per Individual Products and/or Services in Units.;
  • Total Capacity per Individual Products and/or Services. 
Value Ladder
  • Entry Offer Price; 
  • Basic Offer Price; 
  • Core Offer Price; 
  • Advanced Offer Price. 
Strategic Pricing
  • What is the Core Offer;
  • What is your pricing per unit;
  • Production Mix per Individual Products and/or Services; 
  • Forecast Revenue and Margins; 
  • Adjust Offers, Pricing, and Production as needed. 

Next Show: ​A.012 Identifying 2020 Strategic Initiatives

0 Comments



Leave a Reply.

    new choice for BUSINESS SEARCH

    ​All IBGR Shows Notes are available for download

    Authors

    - (NA) North American Radio Hosts
    ​- (AA) Australasian Radio Hosts
    - (SA) South Asian Radio Hosts
    - (PM) Prime Meridian Radio Hosts

    Archives

    February 2021
    January 2021
    December 2020
    November 2020
    October 2020
    September 2020
    August 2020
    July 2020
    June 2020
    May 2020
    April 2020
    March 2020

    Categories

    All
    Season 1 - A. Strategy
    Season 1 - B. Operations
    Season 1 - C. Sales
    Season 1 - D. People
    Season 1 - E. Ownership
    Season 1 - F. Coaching & Consulting
    Season 2 - A. Financial Results
    Season 2 - B. Operational Productivity
    Season 2 - C. Sales Effectiveness
    Season 2 - D. People Performance
    Season 2 - E. Owner As Executive
    Season 3 - C. Customers
    Season 3 - E. Executive
    Season 3 - F. Finances
    Season 3 - IBGR Specials
    Season 3 - O. Operations
    Season 3 - P. People
    Season 3 - Special Series
    Season 4 - Customers
    Season 4 - Executive
    Season 4 - Finance
    Season 4 IBGR Specials
    Season 4 - Market Domination
    Season 4 - Operations
    Season 4 - People
    Season 4 - SPECIAL SHOW
    SPECIAL EPISODE

    RSS Feed

Site powered by Weebly. Managed by Radio.co, Designed by gWORX Media
Photo used under Creative Commons from magerleagues
  • HOME
    • YOU >
      • Grow with Us
      • Themes
      • FAQ
    • US >
      • North American Partners >
        • North American Hosts
        • North American Directory
      • Australasia Partners >
        • Australasia Hosts
        • Australasia Directory
      • South Asia Partners >
        • South Asia Hosts
        • South Asia Directory
      • Prime Meridian Partners >
        • Prime Hosts
        • Prime Directory
      • Exec Team
    • LISTEN NOW >
      • OnAir TODAY
      • Show Notes
      • Podcasts
  • News
  • Blog
  • NETWORK
    • Sponsor Network
    • Special Preferences
    • Privacy
  • NOTES
  • Community
  • APP
  • SHOP