Product/Service Name
Prepared by: Sarah Thompson
Date: 12/8/2021
Elevator Pitch
Why is your product valuable for this potential customer?
For the target audience who has problems X and Y, your company provides this solution. Different from the market landscape, you have this advantage by providing this reason to believe.
Qualifying Questions
List 3-4 questions that would uncover customer pain points.
Do you ever worry about problem X or Y?
Have problem X or Y ever happened to your organization? How do you manage that?
How much time does your company spend dealing with problems X and Y per month?
Target Audience
Who is your ideal customer?
Identify 3 to 4 user personas to define your target audience.
Try the User Persona Creator and Persona Comparison tools to clearly identify your target audience.
Key Differentiators
What are your product or service's unique features?
Do you ever worry about problem X or Y?
Have problem X or Y ever happened to your organization? How do you manage that?
How much time does your company spend dealing with problems X and Y per month?
Customer Objections | Sales Rep Responses |
|---|---|
Objection #1: How would I do this without slowing my team down? | Response to Objection #1. |
Objection #2: Wouldn't it cost more to use a new tool or service? | Customers concerned about Objection #2 find that by doing A & B they actually reduce the cost from previously implemented solutions. |
Objection #3: What about feature A that competitor B has that your product or service doesn't? | While we do not offer that specific feature, many customers find that using feature C and D actually make this process more efficient. |
Pricing Packages
Package #1
Package #2
Package #3
Package #4
$X
Main Value Feature
Secondary Value Feature
Secondary Value Feature
$X
Main Value Feature
Secondary Value Feature
Secondary Value Feature
$X
Main Value Feature
Secondary Value Feature
Secondary Value Feature
$X
Main Value Feature
Secondary Value Feature
Secondary Value Feature
Complete the pricing strategy exercise to define a pricing strategy that maximizes your product or service's revenue.