経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

正しい値付けに対する「2つのアプローチ方法」。

投稿日:

こんにちは。NISHIです。

今日は小ネタを。

今日のタイトルにもありますが、
正しい値付けって、
どうすればいいんでしょうね?
何か値付けの基準ってあります??

実際にモノがあって、
世間的相場も決まっていて、
仕入れ値が決まっているモノであれば、
半ば自動的に価格は決まりますよね。

とはいえ、
コンサルに代表されるような
「目に見える形がない商品」って
値付けが難しかったりします。

ですので、しばしば

「正しい値段の付け方って
 どうすればいいんですか?」

といった質問を受けることが
ありますが、
この質問って言い換えると

「絶対に失敗しない
 値段の付け方を教えてください」

と、言っているのと同じで、
そんなものはないのです。

そう、
「失敗しない値付けを合理的に行う方法」
なんてないんですよ。どこにも。

だからこそ、
原価や相場とにらめっこしながらも
価値の付け方や演出の仕方等により、
どこまで価格のストレッチに対して
チャレンジできるか?

あえて正解があるとすれば、
そのチャレンジ、テスト、検証しか
道はないように思います。
ま、さっさとそうする方が
はやくて確実なんですけどね。


で、このように、
チャレンジ、テスト、検証を
繰り返していきます。
が、現実に即した合理的アプローチは
もちろん必要なのですが、
もう一つ、対になるアプローチも、
普段から併せて行っておきたい。

それは、【感覚・感情】です。
これらを、普段から大事にする。

たとえばですよ。
この前、うどん屋に入りました。

定食メニューが850円で、
内容はうどんとご飯のセット。

このセット、うどん単品で注文すると
価格は800円と50円引きになる。

私はご飯抜きの単品での注文なので、
昼食代として800円払うことは、
会計前にも認識をしています。

そして、いざ、レジへ行きますが、
その接客時の一言はこれです。

「日替わり定食が850円で、
 単品でのご注文なので
 50円を引かせてもらって
 800円になりますね~」

といったトークで、
別になんら特別なことではありません。

ただ、
最初から単品の800円での提示よりも
「値引きされて800円」の方が、
個人的にお得に感じたわけです。

実になんてことのない体験ですが、
私個人が感じているということは、
他の誰かも同じことを感じる可能性は
そこまで低くない。
同じ感度の人は一定数以上はいる。

と、いうことは、
たとえ同じ値段だったとしても

「値引きされた感」

があった方がお得に感じやすい、
ということになります。

これが価格決定における、
合理的決定方法とは対のアプローチ。
感覚・感情です。

自分はどんな場面において
どのようにアプローチされれば
値ごろ感を感じたり、
はたまた高く感じるのか?

いわば庶民感覚でも
あったりするのですが、

こういった感覚・感情を
自分の中のデータベースに対し、
ストックをかけていく。
これがいざという時に役立ちます。

だって、買うのは人間だし、
ご自身も一消費者なのですから。

では、

NISHI

-日記

執筆者:


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