Pricing Services to Align with Customer Value
How to Improve Revenue and Margins When the Offering Is Intangible and Customers Are Buying Your Time
When you’re selling services or project work, it can be challenging to get customers to see past the fact that they’re buying hours from you and focus on the value of something intangible. In this four-part recorded training seminar, you will learn about:
- The costly downsides of pricing by the hour and why you should focus on value-based pricing instead.
- How the intangible nature of services can affect your margins and increase internal pressures to discount.
- The simple steps you can take to make your services easier to understand and ultimately, easier to buy.
- How to leverage "value packages" to appeal to different customers segments and sell at different prices.
This webinar is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
How to Craft Effective Strategic Value Messages
How do you get prospects to recognize, understand, and believe the value of your offerings? This tutorial shows you how to get beyond the platitudes and develop compelling messages that highlight your differential value.
View This Tutorial -
How to Prevent Customer Defection
In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.
View This Research -
Fixing the Root-Causes Behind Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real root-causes.
View This Interview -
Maximizing the Effectiveness of Inside Sales
In recent years, inside sales has been changing dramatically and leading teams are now playing a much more strategic role. In this on-demand webinar, you'll learn new strategies and tactics for boosting inside sales' performance and contribution.
View This Webinar
