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
-
Leveraging Peer Pressure To Boost Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
View This Tutorial -
Seizing the Pricing Opportunity Before Someone Else Does
In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
View This Interview -
Step-by-Step Marketing Research
In this step-by-step tutorial, learn how to conduct marketing research---the only reliable way to gain the meaningful and actionable insights you need for effective strategic marketing.
View This Tutorial -
How to Stop Losing Sales to "No Decision"
For many companies, the biggest competitor they have to contend with is "no decision." In this tutorial, learn strategies and tactics for addressing the real root-causes behind prospect inaction.
View This Tutorial
