Changing Sounds Like More Trouble Than It’s Worth
A customer may accept that a better alternative exists and still remain with a mediocre current solution because switching itself feels disruptive.
Business Topic
Pricing & Value
How businesses communicate price, value and differentiation while protecting margins and helping customers understand what they are really buying.
Relevant Business Insights
Search this topic →Expertise Is Not Enough If Clients Cannot Understand the Value
Great businesses still lose opportunities when prospects cannot quickly understand what makes them valuable.
I See the Value. I Just Don’t See Why I Need It Now.
A customer can understand the offer, like the product and believe it would help—yet still see no compelling reason to act today instead of someday.
Just Tell Me What It Costs
Making customers work to discover the real price can create resistance before a salesperson ever gets the opportunity to explain the value.
Recurring Revenue Is Attractive—but Only When Customers Keep Seeing Value
Subscriptions and service agreements can stabilize revenue, but recurring billing without recurring usefulness creates resentment and churn.
Tell Me the Price, the Process, and the Fine Print Up Front
Customers do not expect every price to be low or every process to be simple. They increasingly expect businesses to tell them what they are getting into.
Wisconsin’s Food and Dairy Economy Is Creating Value-Added Business Opportunity
Processing, specialty products, logistics and direct-to-consumer channels can expand the value created around agriculture.