GB 530 MENTOR Let's Do This /gb530mentor.com GB 530 MENTOR Let's Do This /gb530mentor.com | Page 19

Differences from your product
Competitive edge over your product
Deficiencies relative to your product
Positioning of the competitor
Pricing Strategies
Promotion Strategies
Placement/Distribution Strategies
CUSTOMER ANALYSIS (who is going to buy what you’re
selling?)
1. Who are they? (demographics, socioeconomics, geographic
location, buyers vs. users, current and potential customers)
2. What will they do with your product or service? (product
benefits, product uses, complementary products, heavy vs. light
users)
3. Where will they buy? (physical location, type of store, type of
distribution channel)
4. When will they buy? (seasonality, emergency situation,
family life cycle, process, budget cycle, effect of promotional
strategy)
5. Why and how will they buy? (motivations, attitudes,
psychographics, customer value, payment methods, problem
solving methods, individual or group decision-making)