1. Market Test the Offer

2. Purpose Assess whether or not customers will purchase Requires
Communicate features (describe the offer)
Communicate price (assesses the value)

3. Develop model of offer Want to develop a description of the offer
Media
Can be a description
Can be visual (slides)
Can be a prototype (but usually not necessary)
Describe all features
Basic, delivery, payment, service, other
Need enough description to allow someone to assess the value
Want to describe a range of price
Ideally, want customer to supply

4. Plan the test Select 5 members of your target customer group
In practice, want at least 30
Finalize your “model”
Determine the questions you will ask to determine if customers will be motivated to purchase and at what price
Use the “Testing the Offering” Worksheet as a guide

5. Schedule test Schedule times for interviews
Confirm times available for interviews
You have only 1 week to conduct your research
Schedule in advance and be prepared for contingencies
You must complete your research and analysis to move on to subsequent BCE Steps
Once behind, you will need to use a class scheduled “BCE CATCH-UP” session
If no BCE CATCH-UP session is available, you will not be able to complete the work of the course.

6. Conduct test Research is done on your own outside of class.
KEEP DOCUMENTATION OF YOUR FINDINGS
Can be informal notes
Include contact information to validate.

7. Analyze results
Use the “Testing the Offering Worksheet” as a guide.