Value-Based Pricing (digitaal boek)

style="font-weight: bold"A Groundbreaking Pricing Model for the New Business Landscape


style="font-style: italic"Why 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&8212;which is good news for you and your business. Even in today&8217;s global market&8212;with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings&8212;you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you:

• Understand your customers&8217; wants and needs


• Focus on what makes your company different


• Quantify your differences and build a value-based strategy


• Communicate your value directly to your customers

Now more than ever, it is essential for you to reexamine the reality of the value you offer customers&8212;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&8212;through marketing, selling, negotiation, and pricing&8212;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&8217;s more intangible markets&8212;such as consulting services or digital properties like e-books and music files&8212;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&8212;and how to communicate it to others&8212;everybody profits.