Benefits = Value = $$$

If you increase the benefits the customer perceives, then you will also increase the value they are receiving.

Value differs from customer to customer. This is where value pricing comes in. ‘Customer A’ might perceive the value of a list of benefits at one level, and ‘Customer B’ might perceive the value the same list at another – each depending on their current situation, their strengths and their weaknesses.

Think specifically about the customer before offering a price point. What is their perceived value of your offer? How much would they value what you are giving them? And price accordingly.

Too many times we leave money on the table because we have not accurately assessed our customer and their perceived value.

To add to this, to increase the value, you need to increase the benefits. Just one additional benefit which to you might not seem valuable, to someone else could hold huge value! And in turn, this small, seemingly insignificant benefit could mean you can demand a much higher price than you could before!

Benefits = Value = $$$

How can you increase the value of your offering?