2. If the quality and convenience are the same as competitors but the price is lower, it is perceived as valuable.
3. If the product is of the same quality and convenience as a competitor at the same price, it will be perceived as value.
4. If your product is of higher quality and convenience than your competitors, but is also more expensive, you need to understand whether potential customers are looking for that level of quality.
5. If your product is of higher quality and convenience than your competitors, but is more expensive, your target audience may change and so may your competitors.
6. Quality and convenience include speed (delivery time). There are cases where speed is valuable.
7. Limiting the area can improve convenience and increase value
8. When branding is taken into account, the above ideas are not everything
9. Frequency of contact and compatibility with the person in charge may be valuable if the quality and price are the same as competitors.
10. Break down needs into a matrix based on industry, potential customer attributes, region, usage scenario, etc., and think about which section you can add value to.
lastly
Hello.
I'm Miwa, the representative of Alive.
For potential customers to choose your product or service, they need to perceive it as valuable .
In the first place, value is not something that we decide vp r&d email lists for ourselves; it becomes apparent through comparison with competitors and products .
So, this time I would like to share with you 10 simple points to help you determine whether your company has value .
First of all, value is called "value" in English, and "value" includes the meaning of "good value for money" and "fair price."
Therefore, when a customer purchases a product or service, if the quality (conditions) are "worth the price" or "good value for money," then we can say that it is "valuable. "
Let's think about value from that perspective.
1. If the quality and convenience are the same as competitors but the price is the same, it is not perceived as valuable.
Obviously, if your product is the same quality and convenience as your competitors and is priced the same, it doesn't matter which one you buy from a potential customer .
Whether or not you are selected depends on the mood of the prospect or the number of contacts.
By the way, it is often thought that products in a new market have no competitors , but in that case, products in existing markets will be competitors.
For early iPhones, competition would be flip phones; for cars, it would be horse-drawn carriages; if you are selling machinery and equipment in emerging countries such as Vietnam, it would be the labor costs and time required for manual work; and for products that make housework easier, it would be the effort and time required to do the housework.
There is always some competition, and purchasing decisions are made based on comparisons.
2. If the quality and convenience are the same as competitors but the price is lower, it is perceived as valuable.
If your product is cheaper but has the same quality and convenience as your competitors, potential customers will perceive it as good value for money .
In this case, you can steal customers from your competitors in one fell swoop.
This is similar to how Mikimoto's success in pearl farming during the Meiji and Taisho era wiped out the natural pearl business in Arab countries.
3. If the product is of the same quality and convenience as a competitor at the same price, it will be perceived as value.
If you offer the same price as your competitors but offer quality and convenience, customers will also see value in it .
However, in this case, you need to clearly explain how you are different from other companies .
4. If your product is of higher quality and convenience than your competitors, but is also more expensive, you need to understand whether potential customers are looking for that level of quality.
If your product is of higher quality and convenience than your competitors but is priced higher, you need to carefully determine whether potential customers are looking for such high specifications .
Whether a smartphone that has twice the performance of an iPhone but costs 1 million yen will sell or not requires a thorough examination of the demand.
5. If your product is of higher quality and convenience than your competitors, but is more expensive, your target audience may change and so may your competitors.
If your product is of higher quality and convenience than your competitors but at a higher price, your potential customer base may change.
For example, if Alive sells mass-market cars, and the next model is made high-spec and high-priced, the competition will become Lexus and Mercedes-Benz. This will change the target audience.
