Perceived Value: Secret Weapon of the World’s Most Successful Companies
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In the marketing industry, perhaps more than any other industry, buzz words have taken over real words and concepts and turned them into meaningless jargon.
Like the concept of “synergy”, the concept of “value” has been over-used to the point where the true meaning has been lost.
If you are selling in a competitive market (and who isn’t?) The real trouble is that the customer’s Perception of Value is the only thing that matters when it comes to winning in a competitive sales and marketing situation.
Why do customers buy one product over another?
The answer is simple. People choose one product or service over another because they perceive a higher level of value. It doesn’t matter whether the purchase is a bottle of cough syrup at the drug store or a multi-million dollar industrial deal, the perception of value is ultimately what drives the decision. Of course, this perception is a complex set of decisions and personal motivations – but ultimately people make emotional decisions based on their personal equation of “value.”
As is the custom here at Clarity Marketing Support, we’ve put together a handy guide that shows you how to leverage the power of Value Perception in your marketing and sales efforts.
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