marketing, value, value propositions, selling, value adding, sales

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Value, Marketing, Selling, Value Propositions, Value Adding, Sales

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  • 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
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