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Slides presented at Product Camp 2010 in Austin, Texas. The goal of the session was to help business owners and product managers re-examine what they wanted to accomplish and to look at all possibilities. This means reconsidering their needs and wants, preferred customers, and appropriate pricing. Seven steps are recommended to accomplish this and to establish priorities.
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Total VisionWith Jan Triplett, Ph.D.
CEO, Business Success Center © 2010
Vision Options
Total Solution Innovator Value
Clone Control Time & Costs Unique Resell
Where to Start
Explore the Vision Your passion Your potential
Focus on the Goal Profitability Sustainability Balanced Transferable (exit
strategy)
Who Are You?
Believer Rebel Competitor
Lifestyle Sustainable High Growth
Must Account for the Customer’s 7-Step Purchasing Process
1. Consider what they are doing/buying currently
2. Determine the need to act
3. Set an overall goal
4. Identify inflexible constraints, desirable objectives ; set priorities
5. Evaluate means to get what they want
6. Make a purchase
7. Rejoice or experience remorse
Customers you want… a match
Visionaries See problem as you
do See value of your
solution Adventurous
Confident in you Trust you
Decisive Hassle-free or less
hassle
Platinum Customer Profile™
Identifies your best customer in terms of:
1.Demographics – facts
2. Psychographics – emotions
3.Behaviors – buying patterns, actions
4.Geographical concerns
Price Right
Value-BasedVs.
Cost-based
Know your true total cost
Raising your price is OK
7 Steps of Vision
1. Create Platinum & Lead/Concrete Profiles™2. Select “Blue Ocean” positioning3. Review/revise pricing4. Develop a sales process & train staff;
make sure it incorporates customer’spurchasing process
5. Create marketing plan & budget6. Revise collateral7. Write strategic plan
Ask for help. Call me 933.1983 or email [email protected]
Here’s to your
success!Jan Triplett
Business Success CenterSales & Financial Business Management
Services
March 27, 2010
