atx biz owners getting what youre worth

63
GETTING WHAT YOU’RE WORTH

Upload: reuben-swartz

Post on 28-Jan-2018

573 views

Category:

Business


1 download

TRANSCRIPT

Page 1: ATX biz owners getting what youre worth

GETTING WHAT YOU’RE

WORTH

Page 2: ATX biz owners getting what youre worth

“The single most important decision in evaluating a business is pricing power.”

GETTING WHAT YOU’RE

WORTH

Warren Buffett

Page 3: ATX biz owners getting what youre worth

FREEEEEE-DOM!

Page 4: ATX biz owners getting what youre worth
Page 5: ATX biz owners getting what youre worth

WHAT’S BETTER?

Page 6: ATX biz owners getting what youre worth

WHAT’S BETTER?

2000 hours @ $75/hr

Page 7: ATX biz owners getting what youre worth

WHAT’S BETTER?

2000 hours @ $75/hr

1000 hours @ $150/hr

Page 8: ATX biz owners getting what youre worth

THE PRICING WINDOW

Page 9: ATX biz owners getting what youre worth

THE PRICING WINDOW

Min Price (limited by Variable Cost)

Page 10: ATX biz owners getting what youre worth

THE PRICING WINDOW

Max Price (limited by Perceived Differential Value)

Min Price (limited by Variable Cost)

Page 11: ATX biz owners getting what youre worth

THE PRICING WINDOW

Max Price (limited by Perceived Differential Value)

Min Price (limited by Variable Cost)

Page 12: ATX biz owners getting what youre worth

THE PRICING WINDOW

Max Price (limited by Perceived Differential Value)

Min Price (limited by Variable Cost)

Cost Plus X%

Page 13: ATX biz owners getting what youre worth

COST-BASED PRICING TEST:ARE YOU:

Page 14: ATX biz owners getting what youre worth

COST-BASED PRICING TEST:ARE YOU:

Page 15: ATX biz owners getting what youre worth

COST-BASED PRICING TEST:ARE YOU:

Page 16: ATX biz owners getting what youre worth

“BE BETTER, NOT

CHEAPER”

Page 17: ATX biz owners getting what youre worth

PRICING FEEDBACK

That’s expensive!

We don’t have enough in our

budget.

Do you have a cheaper option?

Page 18: ATX biz owners getting what youre worth

PRICING FEEDBACK

That’s expensive!

We don’t have enough in our

budget.

Do you have a cheaper option?

Too High

Page 19: ATX biz owners getting what youre worth

PRICING FEEDBACK

That’s expensive!

We don’t have enough in our

budget.

Do you have a cheaper option?

Too Low Too High

Page 20: ATX biz owners getting what youre worth

PRICING FEEDBACK

That’s expensive!

We don’t have enough in our

budget.

Do you have a cheaper option?

Too Low Too HighJust Right

Page 21: ATX biz owners getting what youre worth

VALUE“What is a cynic? A man who knows the price of everything

and the value of nothing.” - Oscar Wilde

Page 22: ATX biz owners getting what youre worth
Page 23: ATX biz owners getting what youre worth
Page 24: ATX biz owners getting what youre worth

“A wallet they’ll fight over when you’re dead.”

Page 25: ATX biz owners getting what youre worth
Page 26: ATX biz owners getting what youre worth
Page 27: ATX biz owners getting what youre worth
Page 28: ATX biz owners getting what youre worth
Page 29: ATX biz owners getting what youre worth
Page 30: ATX biz owners getting what youre worth
Page 31: ATX biz owners getting what youre worth

24oz bottle$0.07/oz

Page 32: ATX biz owners getting what youre worth

24oz bottle$0.07/oz

Page 33: ATX biz owners getting what youre worth

24oz bottle$0.07/oz

32oz bottle$0.079/oz

Page 34: ATX biz owners getting what youre worth

$0.10 $0.18

Page 35: ATX biz owners getting what youre worth

$0.10 $0.18 $3.00

Page 36: ATX biz owners getting what youre worth
Page 37: ATX biz owners getting what youre worth

SO WHAT’S THE RIGHT PRICE?

Page 38: ATX biz owners getting what youre worth

SO WHAT’S THE RIGHT PRICE?S

Page 39: ATX biz owners getting what youre worth

Price

Demand

SEGMENTATION

Page 40: ATX biz owners getting what youre worth

Price

Demand

SEGMENTATION

Page 41: ATX biz owners getting what youre worth

Price

Demand

SEGMENTATION

Page 42: ATX biz owners getting what youre worth

Price

Demand

SEGMENTATION

Page 43: ATX biz owners getting what youre worth

HOW TO HANDLE THE TOUGHEST COMPETITOR

Page 44: ATX biz owners getting what youre worth
Page 45: ATX biz owners getting what youre worth

“WE ARE OUR OWN TOUGHEST

COMPETITOR.”-SVP SALES,

FORTUNE 500 MANUFACTURER

Page 46: ATX biz owners getting what youre worth

Price

Demand

Page 47: ATX biz owners getting what youre worth

Price

Demand

Page 48: ATX biz owners getting what youre worth

Price

Demand

Page 49: ATX biz owners getting what youre worth

Price

Demand

Page 50: ATX biz owners getting what youre worth

Price

Demand

Page 51: ATX biz owners getting what youre worth

Price

Demand

Page 52: ATX biz owners getting what youre worth

Price

Demand

Page 53: ATX biz owners getting what youre worth

Price

Demand

Page 54: ATX biz owners getting what youre worth

Price

Demand

Page 55: ATX biz owners getting what youre worth

Price

Demand

Page 56: ATX biz owners getting what youre worth

HAVE A PLAN

Page 57: ATX biz owners getting what youre worth

HAVE A PLAN

Page 58: ATX biz owners getting what youre worth

THE DEALERSHIP TEST

Page 59: ATX biz owners getting what youre worth

THE MIRROR TEST

Page 60: ATX biz owners getting what youre worth

THE OBJECTION TEST

Page 61: ATX biz owners getting what youre worth

TIME & MONEY

Page 62: ATX biz owners getting what youre worth

BEYOND PROFIT

Page 63: ATX biz owners getting what youre worth

THANK YOUwww.mimiran.com

Killer Proposals Made Easy