Warren Buffett, Marketer

You might appreciate the insight in a Warren Buffett quote I ran across recently:

“Price is what you pay. Value is what you get.”

While he was referring to buying shares in a company, that definition of value and price applies just as well in markets for goods and services. In particular, it points the way toward pricing improvement through increasing the perceived value of the solutions we offer to customers.

I see hidden value too often—companies that deliver great value to customers, but don’t fully understand their own value. They can’t articulate it in a clear and compelling way, let alone quantify it.

Non-apparent value serves no one well. It leaves prospective customers making under-informed “no” decisions, or hesitating to say “yes.” The companies get fewer yeses, the sales cycle takes too long, and they experience pricing pressure because prospects aren’t seeing the true value.

Sound familiar?

In my three-chapter eBook, Find Your Hidden Value, I offer proven strategies for overcoming that challenge. Companies can get paid what their solutions are really worth — and attract customers willing to pay more when they see value.

To access the e-Book, head over here: https://goo.gl/qr13XJ

P.S. On pages 7 and 8 of the eBook, you’ll see why companies too often hear a “no” from a prospective customer when they should have gotten a “yes,” and how to overcome that.