How to price for optimum profit - 5 steps

As with everything, it does not take rocket science to get this right, however one slip, could seriously damage your bottom line. The three factors, equally weighted are as follows:

* The value that your customers put on your product and service

* Will you make a profit?

* What your competitors charge for the same or equivalent


So how do we define customer value?
Value is what a purchaser gets when they make use of your product or service. It is the figure that they put on, their new capabilities. Ones that you have delivered to him through ownership of what you sell.

Value is not always quantified in monetary terms. A golfer may go to a professional, get three lessons, and knock 10 off their handicap – so what is that worth to them? If they had previously spent €5,000 on lessons and still been awful, it could be worth an awful lot.

The most important consideration is that the buyer must feel that they got “good value” from their purchase.

However this good value must not be sold at a loss!
Given, you are in business to make a profit, it is important that you do not sell everything at a loss. It is fine to have loss leaders and indeed, offer freebies, to encourage new clients, or to reward loyal customers. However you business must be profitable, or else you will not have one.

To understand whether you are making profit from a product or group of products, you should factor in all fixed and variable costs. Then look at how many you will sell, and ensure it is worth your while selling at that price.

But what if it’s good for you and your customer, but your competitor is cheaper!
First and foremost, check that what they are selling is identical to what you are selling. If it is, all you will do is create a market that your competitor will clean up on.

The good news is that in 99.99% of cases, your products or services are not identical. This is where creating your unique value proposition is vital. This needs to distinguish you as being the best solution in your chosen target market or niche.

It is important also to realize that the best solution may also not be the cheapest. Let’s go back to the golf pro. He charges €60 a lesson for his services; his competitor charges €30 a lesson. But if what you want is rapid improvement, and this guy has testimonials to prove what he has done, by spending €180 with him, to get 10 shots off your round of golf, could save you thousands, that you could have spent with the €30 guy.

The bottom line is that your pricing must take into account the three key considerations; providing the better value than your competitors, at a profitable price.

How to price for optimum profit 5 steps - To learn more about this author, visit Peter Lawless's Website.

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Michiel Jonker As a Certified Information Systems Auditor, Michiel assists businesses in a professional capacity by evaluating the threats to their businesses. He acquired the necessary knowledge, skills, and techniques to minimize a business owner’s risk of business failure and to maximize his chances of high growth and success. He strongly believes that you CAN maximize your chances of business success, by implementing the business solution he has advocated for more than 12 years in your business plan and planning. Michiel has decided to share his experience with business owners by putting almost everything he knows in a business plan and survival guide (compiled in an e-book format) and written as a high growth SMB coaching course for SMB business owners, directors and managers - titled as the “Survival Kit for Small and Medium Businesses - Profit from your Business Risks!” According to Michiel, his goal was to add new techniques to a business owner’s business planning survival kit and instruct him or her in using these in the future - without any help from a consultant! For more information about the benefits of implementing profit protection planning in your business, please visit: http://www.business-around-the-globe.com - Visit Michiel Jonker's Website

Anne Barr Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website

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Peter Lawless Subscribe to Peter's articles (Visit Peter's Website) Peter Lawless is a renowned as public speaker, marketing consultant and coach and sales trainer in Ireland for people who want success. If you are reading this and decide to see great benefit from taking action on this article, how much more will you get if you just visit 3R for sales, training, marketing and coaching services? Peter Lawless is a Platinum author on EvanCarmichael.com

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