What’s The Value?
We are a society obsessed with finding a “good deal”, which is why customers today place such a heavy emphasis on pricing. This leaves the business owner with plenty of questions: What should I charge? What [...]
Pricing the Customer
In the first post of this series, we learned that value is the only common ground between a customer and a business when it comes to pricing. In the second entry, we examined what the value [...]
The Value Conversation
Now that we have gained an understanding of the customer’s viewpoint regarding pricing, it is time to take the next step: having the value conversation. You will not have the same value conversation with Customer A [...]
Understanding the Customers’ Perspective
We are a society obsessed with finding a “good deal”, which is why customers today place such a heavy emphasis on pricing. This leaves the business owner with plenty of questions: What should I charge? What [...]