What IS value?
Quick Tips Videos & Sales & Marketing for Professional Services & Sales Tips

What IS value?

March 10, 2013

by Tony Vidler

value images (1)While helping a financial adviser craft their value proposition recently, he asked a superb question.

What IS value?

It is a word we use a lot in professional services, and it is a word that gets used a lot in marketing.  So when it comes to marketing professional services we tend to use it a heck of a lot…

…and perhaps have a tendency to lose sight of what value actually is to the person who matters most – The Customer.

To a Customer it is relatively simple.

Value = Benefits minus Cost.

That’s it in a simple equation.

In this edition of Tony’s quick tips we talk about what value is, and the importance of understanding it and being able to articulate it to customers.

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