Pricing Services to Align with Customer Value
How to Improve Revenue and Margins When the Offering Is Intangible and Customers Are Buying Your Time
When you’re selling services or project work, it can be challenging to get customers to see past the fact that they’re buying hours from you and focus on the value of something intangible. In this four-part recorded training seminar, you will learn about:
- The costly downsides of pricing by the hour and why you should focus on value-based pricing instead.
- How the intangible nature of services can affect your margins and increase internal pressures to discount.
- The simple steps you can take to make your services easier to understand and ultimately, easier to buy.
- How to leverage "value packages" to appeal to different customers segments and sell at different prices.
This webinar is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Predicting the Future of B2B Marketing
What if you could talk to the top thought leaders in B2B marketing and get their predictions about where B2B marketing is headed in the future? Paul Salvaggio of Backbone Media did just that. And in this expert interview, Paul reveals what he learned.
View This Interview -
Selling Value More Confidently in Seven Steps
Salespeople need to be confident in themselves and in the value of the offerings they’re representing. This tutorial helps you give your sales team the confidence they need to sell effectively while maximizing revenue and margin.
View This Tutorial -
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study -
The Myths of Marketing Automation Exposed
Amid all the hype and clamor to get on the marketing automation bandwagon, are marketers really getting the truth about what these systems can...and can't...do? In this on-demand webinar, we explore the common myths and misconceptions that can hurt your performance.
View This Webinar
