As part of my continuing series on Value and Pricing, the following article shows you how to position your company’s value contribution to support the highest value-for-value exchange.
Too many business owners, when asked about the value or ROI of their product or service, shrug their shoulders and say, “I can’t really put a value on it.” If you can’t put a value on it, think how hard it is for your prospects and customers! And if they can’t put a value on it, how likely is it for them to buy it?
We’re going to give you a simple way to identify all the value elements of your product or service and articulate it in such a way that your customers will absolutely know in quantifiable terms what your value is to them. They will see so much ROI they’ll be foolish not to want to buy from you.
The key idea here is that you communicate Return on Investment by looking at your value proposition through your customers’ eyes. In other words, why should they spend their scarce money with you, versus using the funds in some other way?
Your customers want to know how long it will take them to get back their...
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