Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

A Groundbreaking Pricing Model for the New Business LandscapeWhy would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.When customers feel they are getting good value from your product or service, they are more than happy to pay more--which is good news for you and your business. Even in today's global market--with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings--you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you: Understand your customers' wants and needsFocus on what makes your company differentQuantify your differences and build a value-based strategyCommunicate your value directly to your customersNow more than ever, it is essential for you to reexamine the reality of the value you offer customers--and this step-by-step program shows you how.Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers--through marketing, selling, negotiation, and pricing--you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today's more intangible markets--such as consulting services or digital properties like e-books and music files--these value-based strategies are more important than ever. So forget about your old pricing methods based on costs and competition. Once you know your own value--and how to communicate it to others--everybody profits.

• | Author: Harry Macdivitt
• | Publisher: McGraw-Hill Companies
• | Publication Date: Oct 10, 2011
• | Number of Pages: 288 pages
• | Binding: Hardback or Cased Book
• | ISBN-10: 0071761683
• | ISBN-13: 9780071761680