Value is not equal to price

Every generation needs a revolution - an entrepreneurial revolution

Prospects often reject your offer because of price.   And sometimes becomes sore spot of the sales negotiation and the sale may be stalled.   " You are way too high"  But price is not equal to value

How to neutralize:

1.  You are the value to the transaction:    your voice your prsentation, your character, the trust of the 

      prospect in you.  

2.  You create the value in your presentation as you uncover the benefits of the product or service to the

     prospect.

     You create the value by:

     1.  Highlighting the need, the match up between the product benefits and prospect need.

     2.  Creating the sense of urgency:

          1.  The prospect's loss in case he/she does not buy

          2.  The product is of choice location

      3.  Create urgency.  

          1.  A one time promo

          2.  You have limited time and lot of ground to cover

3.  Thus defer, deflect defuse the need for price revelation in the beginning.  Do it at later part of presentation

Is this of help.?  Text +63 908 928 7888 if you need more materials, coaching or seminar or dm

                         jorgeus george.  Or Gmail.  profjorge.entrep@gmail.com

Continuity products/services

Every generation needs a revolution - an entrepreneurial revolution

What are continuity products?  Like the program /software updates, the maintenance agreement for hardware and software, extended warranty.  Most of the time they are not utilized and forgotten

I mised this and we may have lost many revenues.  Continuity products may be from 10-30% of your total revenues  We have only one.

But it could be extended to:

1.  Ground maintenance

2.  Heritage and legacy

3.  Prepaid service

We all ready encouraged our staff to work this out and include in the 2025 plans.

I am commanding them not for me but for their future generation.  

Is this of help.?  Text +63 908 928 7888 if you need more materials, coaching or seminar or dm

                         jorgeus george

 

Methods of Pricing

Every generation needs a revolution - an entrepreneurial revolution

This post answers the question or is same topic as business, product valuation

The methods are:

1.  Competitive

2.  BE pricing

3.  Time

4.   Cost plus,

5.   Package or bundling

6.  Value pricing

Which do you use?

1.  Competitive.  Your tool here is competitive or customer research.  Find out how your competitiors price their products.  Based on your positioning, you can price your product equal to lower or higher than the competitor.

2.  BE prcing.  Compute for your total cost:     Varicable cost and Fixed cost.   At what price do you neighter lose or make money

3.  Time.    PHP/hour.  Often employed by lawyers, consultants, coaches accountants

      PHP/hour     php/day.  But there is conflict of interest or disincentive for efficiency.  Normally the    seller would use the higher more expensive charge.  Not the lesser more efficient.  The                        solutiontn for this is value pricing

4.  Cost plus

     Total materials, labor inputs and add%  as profit for the seller

    Again there is COI here.  The seller tends to input more expensive materials or labor to get higher

    share fee for himself.  Take example in  nearby project.  The architect dug 6 storey foundation for 

    3 storey building.   It took longer and spent more time before they were able to rise above the

   foundation  The architect, friend of the owner, got more hefty fees.    To avoid

5.  Package bundling

  What is the value of each of the component project.  Then add.  That is your price.  You may or

   may not give a discount

6.  Value pricing

     This is total project cost;   labor and materials

     +  x amount if you finish this on time

     +  y amount if below budget

Is this of help.?  Text +63 908 928 7888 if you need more materials, coaching or seminar or dm

                         jorgeus george.  Or Gmail.  profjorge.entrep@gmail.com