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Other Added - Make the Competition Irrelevant
tin•ker n. To manipulate unskillfully or experimentallyAs an entrepreneur, you probably like to tinker. You probably like to ask a bunch of questions to the point that you get annoying. You might like to experiment with different machines by taking them apart. Or you may even like to take peoples’ sentences apart while they are speaking to you and analyze every single word for their true meanings and intentions.The tinkering mind is a great mind; it’s a sharp mind that stays hungry with a voracious appetite for understanding, manipulation, and the unknown. If you aren’t tinkering, then you should be.Here is a list of 5 things that you can begin your tinkering journey with:1.) When somebody tells you something that they have done and want you to give it a shot, then go for it but make sure to tinker. For instance if your friend tells you to try a new recipe for brownies, then why not add a few of your own ingredients to see if it’ll taste better. It may or may not, but that’s not the point. The point is to try new things and exper
Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be select
Market research as a tool is very useful for looking backwards. If you want to know what your customers thought of their experience with you; or perhaps you want to know how much they will pay for an existing product or service; or what they think of your existing competitors; or you might even want to compare a couple of advertisements to see which one your customer prefers (or more importantly is likely to respond positively to); then market research will probably serve a purpose.If you want to look forward, though, market research may have limited (if any) real value. Here is why.Reason One: Every market player asks their customers (or potential customers) the same questions when it comes to what future product opportunities might look like, and every market player gets the same answer. So every market player develops the same stuff and doesn't differentiate.Reason Two: Often people don't behave in the way they say they do. Sometimes people say they will buy this new product - but don't. Others say they won't buy the produ
Create Differentiation
Create differentiation within your own products or services. If you have an assortment of products or services to offer, you may have identified your differentiation already. Common examples of differentiation for products may be based on size, speed, color, components, combinations or accessories. Common examples of differentiation for services include speed, performance, quality, responsiveness, availability, ease or integration. If you are in the unique position of having only one product or service to offer potential customers then you should consider accessories, partners or other options to create a variety of levels from the perspective of your future customers. If all else fails, you can offer different levels of shipping speed or delivery.
Focus on the Moment of Truth
Focus on the moment of truth, the place or position that your products or services will be offered to the customer. In a retail environment this may be the end-cap, a wall display, shelf space or a counter display. On the Internet this may be an on-line store, e-bay or your personal web site. It may be in a catalog or a brochure. It could even be part of an email communication. Occasionally the moment of truth may be in the form of a bid or proposal after several months of discussions with a potential client. The moment of truth is the moment that the customer has a an option to make a purchase decision, to buy your products, invest in your services or hire you. This is the moment that you need to put your good, better and best foot forward.
Good, Better and Best
Give your customer three options. Show them something good, show them something better and show them your best. It is a simple formula that takes a little care and creativity in crafting your message. The three offers should be based on the foundation of a consistent theme, the single most important underlying reason to invest in your products or services.
The 'good' product or service should be the lowest cost option but still demonstrate your inherent value and differentiation from the competition. You should be able to clearly define your value, the features, advantages and benefits of what you have to offer. This is the customer minimum investment to buy, and it should be a good one.
Step up to better. Using the foundation established with your 'good' offer, add something more for a slightly higher price. The customer value should be easily distinguished and highlighted as more significant than the slightly increased price. Make a clear comparison to the "good" product or service. This should be a preferred alternative for the potential customer. The option should be slightly more expensive, but worth it. Some examples may include, "with additional 1GB memory", "includes six months of Satellite Radio", "bundle package includes download of 50 songs", "50% faster than the original", and similar comparisons.
Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be selecte
Anyone that works in sales knows just how important it is to have lead sources to keep your pipeline filled. But it is not only how we obtain the leads that is important, it’s what we do with them once we get them.One of the most critical mistakes a sales person can make once they receive a lead, is not acting on it immediately.I once worked with a guy who belonged to a networking group, the soul purpose of his joining this group was to receive leads. This group wasn’t cheap either, it cost him $500.00 annually to be a member.He would come back from his weekly meeting with a lead in his hand and pin it to the bulletin board above his desk, and there it would stay until he noticed it a few days later.It drove me nuts!In sales, and it does not matter what you are selling, every day is critical! At any moment, your competitor can call your customer and walk away with the business.Another common mistake I have witnessed countless times, is contacting the lead in a timely fashion, but having absolutely no enthusiasm once you contact the customer.When
Focus on the Moment of Truth
Focus on the moment of truth, the place or position that your products or services will be offered to the customer. In a retail environment this may be the end-cap, a wall display, shelf space or a counter display. On the Internet this may be an on-line store, e-bay or your personal web site. It may be in a catalog or a brochure. It could even be part of an email communication. Occasionally the moment of truth may be in the form of a bid or proposal after several months of discussions with a potential client. The moment of truth is the moment that the customer has a an option to make a purchase decision, to buy your products, invest in your services or hire you. This is the moment that you need to put your good, better and best foot forward.
Good, Better and Best
Give your customer three options. Show them something good, show them something better and show them your best. It is a simple formula that takes a little care and creativity in crafting your message. The three offers should be based on the foundation of a consistent theme, the single most important underlying reason to invest in your products or services.
The 'good' product or service should be the lowest cost option but still demonstrate your inherent value and differentiation from the competition. You should be able to clearly define your value, the features, advantages and benefits of what you have to offer. This is the customer minimum investment to buy, and it should be a good one.
Step up to better. Using the foundation established with your 'good' offer, add something more for a slightly higher price. The customer value should be easily distinguished and highlighted as more significant than the slightly increased price. Make a clear comparison to the "good" product or service. This should be a preferred alternative for the potential customer. The option should be slightly more expensive, but worth it. Some examples may include, "with additional 1GB memory", "includes six months of Satellite Radio", "bundle package includes download of 50 songs", "50% faster than the original", and similar comparisons.
Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be select
Culture is the lifeblood of an organization. It's the sum total of the history, people, and procedures that define the organization and its work. PJ Bouchard and Lizz Pellet, in their book, "Getting Your Shift Together - Making Sense of Organizational Culture and Change", show how incongruent cultures breed low morale and low productivity, which can result in a devastating impact on the bottom line. Operating under the belief that a congruent culture is a healthy culture and that a healthy culture breeds success, Bouchard and Pellet describe the tools and techniques they use to measure cultural congruence.Wondering if your organization is ready for an organizational assessment?Here are 12 critical questions you should ask yourself, to determine if this is a good time to be measuring your organization's culture:Is your organization going through or considering a merger or acquisition? Has trust in leadership eroded? Are you losing precious intellectual capital? Have you experienced EEOC violations or legal action against the compa
Good, Better and Best
Give your customer three options. Show them something good, show them something better and show them your best. It is a simple formula that takes a little care and creativity in crafting your message. The three offers should be based on the foundation of a consistent theme, the single most important underlying reason to invest in your products or services.
The 'good' product or service should be the lowest cost option but still demonstrate your inherent value and differentiation from the competition. You should be able to clearly define your value, the features, advantages and benefits of what you have to offer. This is the customer minimum investment to buy, and it should be a good one.
Step up to better. Using the foundation established with your 'good' offer, add something more for a slightly higher price. The customer value should be easily distinguished and highlighted as more significant than the slightly increased price. Make a clear comparison to the "good" product or service. This should be a preferred alternative for the potential customer. The option should be slightly more expensive, but worth it. Some examples may include, "with additional 1GB memory", "includes six months of Satellite Radio", "bundle package includes download of 50 songs", "50% faster than the original", and similar comparisons.
Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be select
Conservatives are already calling Hillary Clinton a Communist and she has not even thrown her hat into the ring for the Democratic Party Presidential Election yet? Many others are calling her a socialist, but her own far-left party members are calling her a traitor for her stance on International Terrorism and her leanings towards the middle.What does Hillary Clinton need right now to over come all these labels, many of which are contradictory in nature? Can her political team over come these early on attacks? Some say it makes sense for Hillary Clinton to wait before answering these scandalous comments about her personal character and her vision for America.Of course, Hillary Clinton cannot wait to long to take a stand against her opponents and detractors and yet on the other hand she cannot afford to show her hand in the high-stakes game of human politics. Will Hillary Clinton try to appease the far left in order to get the rabble rousers to support her? If she tries too hard will she alienate any potential crossover voters in the future if she happens to win the political pr
The 'good' product or service should be the lowest cost option but still demonstrate your inherent value and differentiation from the competition. You should be able to clearly define your value, the features, advantages and benefits of what you have to offer. This is the customer minimum investment to buy, and it should be a good one.
Step up to better. Using the foundation established with your 'good' offer, add something more for a slightly higher price. The customer value should be easily distinguished and highlighted as more significant than the slightly increased price. Make a clear comparison to the "good" product or service. This should be a preferred alternative for the potential customer. The option should be slightly more expensive, but worth it. Some examples may include, "with additional 1GB memory", "includes six months of Satellite Radio", "bundle package includes download of 50 songs", "50% faster than the original", and similar comparisons.
Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be select
Are you a nurse with the experience and qualities that travel nursing services are looking for? If you are unsure but are thinking about signing up with a travel nursing service, it is important that you carry out some research to find out a little more information in order to make sure that you fit the bill before going any further.1. It is important that you should know that some travel nursing services prefer to hire nurses who are certified. So if you do not have certification then consider obtaining a speciality certification and this way you will have the edge over other travel nurse candidates.2. Many seasoned travel nurses will tell you that the ideal candidate for any travel nursing services will have a strong clinical background and at least 1 years recent experience of hospital work. There are some recruiters at these companies who will recommend that you should get experience in as many speciality fields as possible before applying for any positions. The best way this can be done is by floating between the different units in the facility where you are already workin
Show them your best. The third option should be the best that you have to offer, the cream of the crop. This is the most expensive option and will only be selected by the most exclusive of customers. It should also have something in common with the original "good" option and the "better" option, but the third and final option should be recognizable the best you have to offer. The price may be significantly higher than the other two options, and that is fine. Demonstrating a significant leap to a higher price point for the top of the line option will help to differentiate the cost value of the other two options. Do not expect large volume of sales on the best offer. Rather, use this to demonstrate competitive advantage and differentiation with the "wow" factor.
Even if you have hundreds of customized solutions or products, select and present three options, good, better and best. In the decision process, human beings can easily compare and contrast three options. The mind can juggle three prices and three sets of features for a quick and easy decision process. Once you add a fourth element, the customer needs to start a deeper level of analytical comparison. If you have too many options then the customer will need to spend more time to consider the alternatives, and while they are weighing your multiple options they may start to consider the competition as well. Limit your presentation to three options. If the customer makes a specific request for an alternative, then provide the alternative that the customer has requested, but avoid introducing too many new variables unless asked. The more factors in a decision, the longer the process and the more likely to turn your "Moment of Truth" into a Lapse into Confusion.
The Value Proposition
For each option that you present to the potential customer, provide a value proposition. Your value proposition should be something that can be conveyed in three to five bullet points, three to five sentences, or spoken in thirty seconds or less. You should be precise and succinct. Present the value proposition from the customer point of view. For example, rather than say "we ship in three to five days", you could say "the product will typically arrive at your door in three to five days". Rather than say "we have the fastest process", you could say "our process is fast, so you get results faster".
A value proposition typically contains the essential elements of Feature, Advantage, Benefit, Image and Offer. This is a reference to a specific important feature of your offer, the advantage as compared to the competition, and the benefit to the customer. The Image refers to a photograph or diagram. The Image is an important element of your value proposition, as people will generally remember an image more readily than words. Images convey feeling, and typically depict a lifestyle example of the customer enjoying the benefits of the feature's advantage. The Offer is a call to action. Give your customer an offer to buy, and let th
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