Creating Value is an elusive and often misunderstood concept because value is comprised of both tangible and intangible components. In order to maximize the value that you are able to create in the mind of your client, you must deliver the solution to their pain points AND manage their perception of value. Perception is a bit tricky because it may include a whole host of elements that are largely imperceptible and difficult to nail down. It’s no easy task.
Thankfully, there are some proven, easy-to-implement strategies to help you navigate the subtle and not so subtle elements of Creating Value. We are going to start first with positioning—understanding why the physical price is often much less relevant than you think ...
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