We often think that what gives us a competitive advantage is in the price of what we sell. If we can beat our competitors by offering a lower price, why shouldn’t customers choose us, right? Well… wrong, sometimes. In fact, pricing less than what you should may cause your customers to undervalue what it is that you have to offer. Writer Dorie Clarkarticle a story from author Kevin Kruse.
Of course, this story doesn’t mean you should be outrageous with your price quote, but find a fair market value and ask for what you’re worth — whether it’s a retail price for your product or a price for coaching or consulting with you. How you price yourself sets the bar for how others can judge your level of quality. It’s not always a deterrent.We also may think logically that if a business has a clear value proposition, there’s no reason customers won’t buy.
that we actually buy based on emotion, then mentally justify our already-decided emotional decision with logic. So, the question becomes, how can you appeal to a prospect emotionally? by Beth Standlee get to the heart of how to effectively emotionally resonate with a prospective buyer — and a meaningful connection and conversation may be a surefire way there. While we think people buy because of the features and benefits of a product, it’s much deeper than that.
These oxymorons get to the heart of what business really is: based on human connection, perception, and emotion, that sometimes circumvents logic entirely.
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