atx biz owners getting what youre worth
TRANSCRIPT
GETTING WHAT YOU’RE
WORTH
“The single most important decision in evaluating a business is pricing power.”
GETTING WHAT YOU’RE
WORTH
Warren Buffett
FREEEEEE-DOM!
WHAT’S BETTER?
WHAT’S BETTER?
2000 hours @ $75/hr
WHAT’S BETTER?
2000 hours @ $75/hr
1000 hours @ $150/hr
THE PRICING WINDOW
THE PRICING WINDOW
Min Price (limited by Variable Cost)
THE PRICING WINDOW
Max Price (limited by Perceived Differential Value)
Min Price (limited by Variable Cost)
THE PRICING WINDOW
Max Price (limited by Perceived Differential Value)
Min Price (limited by Variable Cost)
THE PRICING WINDOW
Max Price (limited by Perceived Differential Value)
Min Price (limited by Variable Cost)
Cost Plus X%
COST-BASED PRICING TEST:ARE YOU:
COST-BASED PRICING TEST:ARE YOU:
COST-BASED PRICING TEST:ARE YOU:
“BE BETTER, NOT
CHEAPER”
PRICING FEEDBACK
That’s expensive!
We don’t have enough in our
budget.
Do you have a cheaper option?
PRICING FEEDBACK
That’s expensive!
We don’t have enough in our
budget.
Do you have a cheaper option?
Too High
PRICING FEEDBACK
That’s expensive!
We don’t have enough in our
budget.
Do you have a cheaper option?
Too Low Too High
PRICING FEEDBACK
That’s expensive!
We don’t have enough in our
budget.
Do you have a cheaper option?
Too Low Too HighJust Right
VALUE“What is a cynic? A man who knows the price of everything
and the value of nothing.” - Oscar Wilde
“A wallet they’ll fight over when you’re dead.”
24oz bottle$0.07/oz
24oz bottle$0.07/oz
24oz bottle$0.07/oz
32oz bottle$0.079/oz
$0.10 $0.18
$0.10 $0.18 $3.00
SO WHAT’S THE RIGHT PRICE?
SO WHAT’S THE RIGHT PRICE?S
Price
Demand
SEGMENTATION
Price
Demand
SEGMENTATION
Price
Demand
SEGMENTATION
Price
Demand
SEGMENTATION
HOW TO HANDLE THE TOUGHEST COMPETITOR
“WE ARE OUR OWN TOUGHEST
COMPETITOR.”-SVP SALES,
FORTUNE 500 MANUFACTURER
Price
Demand
Price
Demand
Price
Demand
Price
Demand
Price
Demand
Price
Demand
Price
Demand
Price
Demand
Price
Demand
Price
Demand
HAVE A PLAN
HAVE A PLAN
THE DEALERSHIP TEST
THE MIRROR TEST
THE OBJECTION TEST
TIME & MONEY
BEYOND PROFIT
THANK YOUwww.mimiran.com
Killer Proposals Made Easy