Pricing Your Product

As a discussion piece to the article on “How Do You Price Your Product?” in the December Maidsfield Market Leader Newsletter.

When businesses buy, they are investing to gain a return. Pricing is inherently linked to Return-On-Investment.

Do you know how a buyer constructs a Business Case for buying your solution? Do you know what arguments they make internally to their financial directors on why their organisation should buy your product? Do you help your prospects construct this business case?

Understand the Pain, the needs that your product is solving. Understand the cost of these pains to your prospect and how they calculate this tangibly. Understand your ability to resolve these pains, both tangibles and the intangibles, ie: the frustrations, complaints, distractions, sleepless nights etc. Sometimes the intangibles are worth more than the tangibles, to the certain people.

Price according to what your solution is worth to your prospect to resolve the need and clearly demonstrate your proven track record, which better guarantees success. Your clients success that is.

do take a look at the December Maidsfield Market Leader Newsletter.

and all comments welcome