Paucek

IDENTIFYING
and age
MARKET
PROBLEMS
Presented by Mary Jane B.
Tambis
 ◦EXISTING CUSTOMERS-

YOUR PEOPLE WHO HAVE ALREADY

PURCHASED THE PRODUCT

MARKET
CONSISTS PROSPECTS –
OF: PEOPLE WHO HAVE NOT YET
PURCHASED THE PRODUCT BUT ARE
CONSIDERING IT

◦TARGET MARKET USERS –

PEOPLE IN THE TARGET MARKET WHO
ARE NOT CURRENTLY LOOKING FOR A
SOLUTIONS.
 3 WAYS TO
IDENTIFY
1 MARKET
FOCUS ON INNOVATION AND
THE COMPETITION PROBLEMS
AND
2 SOLUTIONS:
1.FOCUSING ONLY ON
CUSTOMERS

3
1.FOCUSING ONLY ON REVENUE
 NAME OF BUSINESS
ESTABLISHMENT

IN THE TABLE
BELOW, LIST DOWN
10 BUSINESSES
FOUND IN YOUR
NEIGHBORHOOD PRODUCTS AND
AND IDENTIFY SERVICES OFFERED
WHAT KIND OF
PRODUCTS AND
SERVICES THEY
OFFER.
 HERE’S HOW
TO UNCOVER
YOUR SELLING

UNIQUE
PROPOSITION
AND USE IT TO
POWER UP
YOUR SALES:

SELLING
PROPOSITION
. PUT YOURSELF IN
YOUR CUSTOMER’S
SHOES

AND VALUE
is the factor or consideration presented by a
seller as the reason that the product or service
KNOW WHAT
MOTIVATES YOUR
CUSTOMER’S
BEHAVIOR AND
PROPOSITION
is different from and better than that of its
competitor.
BUYING DECISIONS.

UNCOVER THE REAL

REASONS WHY CUSTOMERS
BUY YOUR PRODUCT INSTEAD
OF A COMPETITIOR’S.
 VALUE
PROPOSI is a believable collection of
the most persuasive
TION reasons that people should
notice you and take action
you are asking for.
the value that you incorporate to
your product
 TARGET
MARKET
6 STEPS IN DEFINING YOUR TARGET MARKET

1. Understand the problems that you solve – once you have

obtained sufficient ideas on what they are, you can start to work out
on who is most likely to suffer from these problems.
2. Paint a picture of the customer – start to list all the
different types of customers that suffer from the problems you want to
solve. Once done, you can start to build up a picture of these
customers. Group them by location- for example farmers. Group them
by market sector- are they retailers, wholesalers or manufacturers.
3. Who will gain from the value in your offer? – ask
yourself:
◦To whom will these problems be most troublesome?
◦Who will have the most to lose by not dealing with these issues?
4. Think about your market
5. Look internally at your company
6. What else is available?
 CUSTOMER 1. WHO THEY ARE-
2. WHAT THEY DO
3. WHY THEY BUY
REQUIREMEN . WHEN THEY BUY
5. HOW THEY BUY
TS AND 6. HOW MUCH MONEY
THEY HAVE

MARKET SIZE FEEL

. WHAT MAKES THEM
GOOD ABOUT
BUYING
8. WHAT THEY EXPECT OF
YOU
9. WHAT THEY THINK
ABOUT YOU
10. WHAT THEY THINK
ABOUT YOUR
 Step 1.
Get estimates for the potential market.
The potential market is the total

HOW TO number of people or businesses that

maybe interested in your product or

DETERM
service. Make a survey first in your
area so that you will know if your
targets are suitable for your product

INE
or services offered. List down and
make a graph so that it is clear and
understandable.

MARKET
SIZE FOR
Step 2.
Trim down your potential market. Eliminate
those people whom you think are not your

BUSINES
customers, especially if they are negative
Step 3. feedbacks on your products and services
Estimate your market share. Make rendered, and also those people you think

S PLAN
a survey of your existing will be your competitors.
customers if they are satisfied of
your product. Calculate how many
percent of your customers love
your product and will take your
product back.
 VALIDATE CUSTOMER-
RELATED CONCERNS

HOW TO 1. Prepare for a meeting.

2. Start a conversation, not

INTERVIE
an inquisition
3. Introduce non-leading,
open – ended questions

WA
CUSTOME
R Rachelle Beaudry
Designer
 MOBILE
09534898954

THANK YOU