1The business model building method①The formula with sales
The sales = The number of guests×The visitor unit price×The purchase frequency
The number of guests is the number of people of the product and the visitor who bought service
within the fixed period of time.
The number of guests is the number of people of the product and the visitor who bought service
within the fixed period of time.
As for the purchase frequency, the visitor is a product and the frequency to buy service within thefixed period of time.
売上＝客数 × 客単価 × 購入頻度

Experience

Money(The person)×(Yen / The person)×( The time)↓↓↓

The equivalant transfer of the value and the value.

The customer development
The experience value
The repeat↓
The product unit price
ＦＥ（The front-end）,ＢＥ（the back end）

The beginning = it attacks.
The mechanism = the keeper② Be important in your business model.
１． What are the product and the service which you try to provide?

２． What change is it possible to give the customer by the product and the service which you provide?
( If 【 in the feelings 】 change can not be given, the customer doesn't buy. )↑The experience value
３． What are the problem and the distress to want to solve a customer really?
( If not knowing the true problem of the customer, the selling product can not be developed. )↑It asks to the customer directly ( The questionnaire ).
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４． Can the problem and the distress of the customer be solved by the product and the service which
you provide?
５. Already are there a product which you provide and a market of the service?
( Do you fight in existing marke)③The experience value which is not an use value●Sell not " the use value " but " the experience value " of the product.
For example, it is glasses.
It comes to sell at 20,000 yen - 30,000 yen if the one as much as 5,000 yen sells in the experience value
if selling by the use value.
It says that it sells glasses as the implement of the ordinary vision correcting with " it sells an use value ".
On the other hand, it says that it sells another attractiveness to sell " it seems cool when breaking ", andso on, by the appeal such as " it seems to be possible to do work " by the concept, " the glasses to be
popular ", and so on, with " it sells an experience value ".
Putting such service creates a new attractiveness at the product by most choosing " it is stylish "glasses as it is possible to be seen by the staff of the woman and doing a custom according to the formof the face, and so on.
If doing so, for the production cost to hardly change, it is possible to sell at the high price.
Also, the rival, too, decreases by doing so.
( It is selling glasses anywhere but there is not other place to be selling the glasses to be popular to ).
The person with the eyes which aren't bad, too, may be able to buy.
In other words, the experience value is creating a new attractiveness at the ordinary product by changing" the way of guessing light " to the product.
It is selling an ordinary product ordinarily and being involved in the price competition, being compared, theprofit only passes away.
If making sure to sell the experience value that it are possible not to sell but to buy the product ( the usevalue ) as it is possible to buy anywhere only from you, it sells easily at a breath and it becomes left
about the profit, too.

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3④About the FAB method.
The FAB method

FeatureAdvantageBenefit（特徴 tokuchou）（利点 riten）

ベネフィット（恩恵 onkei）

This product is ○○.

Therefore, it puts on in Therefore, for you, it○○.
brings about a result,○○.

The experience value =Benefit ( = The value where customer himself is born, 【 imagining 】 a result in the imagination )The explanation by the figure

PresentFeature

The surface ( The fact )ex. )The accident of the cars

Advantage

The middle layer ( The consideration )ex. ) The accident by the looking aside while driving

Benefit

The depths ( The feelings )ex. ) The fearful accident

The nucleus ( The core )ex. ) The change of the feelings, the result ( The image )The future←The direction of the purchase induction←The direction of the purchase impulse

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4The essence of the purchase is compulsive shopping ( The feelings of " I want " ).
The logic ( the reason ) 【 excuse 】 follows later 【 It thinks 】.

Three purchased goods① Necessary goods, ②Good, ③ which is good if being The one which incites fear ( Ex.: The insurance )The feelings ⇒ The consideration ⇒ The action

The reason why the person acts
At the same time, at only one forevery two pieces of necessity, the① I want to avoid a pain, distress ( The escape from the pain ).
② I want to get a pleasant sensation.

action is difficult.

The product is a wall.
As for goods to provide the customer, the customer is the result to demand and is not a product andservice itself.
The result which thecustomer demands

The product –the service

PresentThe future

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5⑤About the 3 M equilateral triangle.
３Ｍ
M: The market

M: The message

M: The media⑥About the 3 lines project book （三行企画書）( The marketing and the product development ).
１．Whom do you have pay money?
２．What value has money paid?
３．The mechanism which has money paid one-time only and continuously①Whom do you have pay money?
1.Its viewpoint 2.The objective viewpoint 3.The age - the area - the lifestyle②What value has money paid?
It doesn't support the sense of values of the visitor but it makes a sense of values personally.
③ The mechanism not to be being one-shot and for the money to be able to be continuously paid for
The of course, repeated business

About the marketing.
１．Whom do you provide for ( The marketing )?
２．What do you provide ( The merchandising )?
３．How do you provide ( The promotion )?

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About the product development.
１．How ( Do you provide an experience value )? = It incorporates the beginning of the repeat.
２．What ( What service do you provide and a product ). = It computes a customer unit price beforehand.
３．To whom ( What customer do you provide for ). = It reviews a customer development method beforehand.
⇒ The sale element details〇Targeting not to lose time byTargeting isn't necessary.
It shifts certainly when thinking of goods and the service at the axis.
The starting point of the consideration↓
It thinks at the end of " what experience do you want me to have? ".
" Whom is the most rejoicing person? "It is targeting with being true, thinking of these two and moving to the action.
●The continuation use doesn't handle the product - the service which it isn't possible to expect.

⑦Improve the accuracy of the business model( It is possible to turn a circulation model ).

The business model
Theproduct development

The marketing○To whom.

○To whom.
The marketing↓

Targeting ( The customer development method )↑○What.
The experience value, the customer unit price
ＦＥ（The front-end）,ＢＥ（the back end）↑○How
It devises with the mechanism of the repeat.

○What.
The merchandising↓○HowThe promotion

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The sale element details
The sales=

The number of guests×

The visitor unit price×

The purchase number of times ( The repeat )Theessence ofthe element

The collection, the organization of
the customer list ( the e-mailaddress ) ( Every attribute ).

What should we sell at ( the price ) how
much?

At the frequency as much as which to whom.It
controls a figure.

･ The publishing･ Addonsell･ The promising visitor list making･ Upsell･ The introduction system･ Closesell･ The joint venture ( JV )･ DownSell･ The advertisement･ It trains specially severely.
･ The risk reversal･ The pine tree, bamboo and Japanese apricot･ USP ( The uniqueness Sale Proposition tree ( +1 ))･ The raise･ The sticking fight･ The change of the mind set･ It catches a prickle.
･ The visualization of the value･ The compatible with the complaint･ The experience value ( The use value →･ The advertising ( The public relations ) experience value )･ The e-mail magazine･ The T-shirt theory ( The bulk-buying )･ The blog
･ The set sale･ Facebook･ The present sale･ Instagram･ It reduces after raise.
･ The auction･ It raises payment by the hour ( 10000/1･ The HP
hours are 30 minutes of →/ ).
･ The free report･ It lowers a production cost.
･ PPC･ The new product･ The occasion handbill･ The new service･ The posting handbill･ The development of the CFC end product･ The sponsor advertisement･ The development of the back end product･ Youtube･ The innovation ( The recombinantion in the･ The business card with the photograph one which already is )( The learned business card )･ The member system･ The phone following･ The design of the funnel of the sales( Design in the front-end and the back end )･ The continuous following system･ The offer of the reason and the meaning for repeating･ The community making･ The seasonality campaign･ The repeat type business - the product building
method･ The thank you letter･ Thank you Telephone･ The newsletter･ The direct mail･ The appreciating event･ The event ( The seminar, the study and training )･ The holding of an useful study meeting･ The talk which makes a reservation in the next time･ The service ticket ( Drink's being free of charge )･ The postmark card ( It takes 500 yen when gathering).

Thespecificmethod

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