Stragety 6 - Evaluating Products

Evaluating Products
A good way to help your customers make decisions is to help them categorize you product. Some ways to segment products are: categorizing products, Good/Better/Best categories, and Step-By-Step / How-to / Don’t Forget instructions. Whenever you can simplify the buying decision you are helping your customers take on more of a co-productions position, which is when the customer provides at least part of his/her own service. You give them the power to make faster and more educated decisions. Usually resulting it purchasing higher priced products.

Examples of Evaluating Products

Example of Categorizing
Camp Chef, makers of Outdoor cookers categorizes its product line into distinct product lines. Their high-end catering style stoves are in the 1. Professional Series, their rugged camping style stoves are in the 2. Outdoorsman Series, their portable/car camping stoves are in the 3. Sport Utility Series, and their grilling/tailgating stoves are in the 4. Sport Grill Series. You can easily identify what type of stove to start investigating by your intended activity or usage.

How can you apply this to your business?
Categorize products for your customer. Make posters or brochures. Help your customers easily make choices about your product line. Say there are eight different sleeping bags to choose from. Divide the bags into logical categories that make it easier for your customer to choose a bag. Consider categories such as, If you camp in –20’ - -5’ temperatures consider these bags. If you camp in 0’ – 40’ temperatures consider these bags. If you camp 40’+ temperatures consider these bags. —or— If you car camp consider these bags… If you backpack consider these bags… If you camp in your yard consider these bags…

Example of Good/Better/Best Comparison













Look for ways to compare the products you sell. You will quickly begin to sell more of the better products because your customers will be able to see they difference.