marketing, value, value propositions, selling, value adding, sales
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Value, Marketing, Selling, Value Propositions, Value Adding, SalesTRANSCRIPT
- 1. Value Propositionprice value
Dr Bryan Mills
BEIT - 2.
- 3.
- 4. Benefit
Emotion
Price - 5. Benefit
Emotion
Price - 6. People are most receptive if the information that is offered matches their needs:
either conscious needs or the latent desires generated by their immediate surroundings. Even now the most valuable content is user generated: Honey, Ill be home late tonight - 7. Rogers Innovation ACCORD model:
Relative Advantage to what it replaces
Compatibility with current behaviors
Complexity ofcommunicating the benefits
Observabilityof the products benefits
Risk of product failure
Divisibility or trialability
innovators, early adopters, early majority, late majority, and laggards - 8.
- 9. Understanding the Value Proposition
What benefits are they willing to pay for?- Functional attributes defining quality
- 10. Added benefits or services beyond product
- 11. Economic benefits
- 12. Psychological benefits
