Catégorie : Marketing
Effet de dotation
Biais psychologique qui fait que l’on accorde plus de valeur à quelque chose qu’on a déjà.
Technique commerciale de prêt avant l’achat.
People don’t buy quarter-inch drills; they buy quarter-inch holes.
Theodore Levitt
The actual function of the purchase is important, but the End Result is what the prospect is most interested in hearing about.
Josh Kaufman – The Personal MBA
Using what you make every day is the best way to improve the quality of what you’re offering. Nothing will help you find ways to make your offer better than being its most avid and demanding customer.
Josh, Kaufman. – The Personal MBA.
Les 4 leviers marketing web
- Trafic
- Conversions
- Nombre de ventes
- Revenus par client
Minimum Economically Viable Offer (MEVO)
A Minimum Economically Viable Offer (MEVO) is an offer that promises and/or provides the smallest number of benefits necessary to produce an actual sale. Kind of buyable prototype.
The Personal MBA
Critically Important Assumptions (CIAs)
Critically Important Assumptions are facts or characteristics that must be true in the real world for your business or offering to be successful. Every new business or offering has a set of CIAs, and if any CIA turns out to be false, the business idea will be vastly less promising than it appears.
The Personal MBA
Vendez moi ce stylo
Vanter le besoin auquel le produit répond plutôt que les caractéristiques techniques