Know the complete cost
Include materials, labor, fees, delivery, overhead, rework, customer service and owner time.
- Calculate direct cost per sale
- Allocate overhead
- Include fulfillment and support
Understand value and alternatives
Learn what the problem costs the customer, which alternatives exist and what result the offer creates.
- Interview customers
- Compare complete offers
- Avoid unsupported premium claims
Test and monitor
Track conversion, margin, capacity, refunds and customer quality. Unprofitable demand is not growth.
- Set a minimum margin
- Review discounts separately
- Adjust based on evidence