Different Pricing Models Now that you understand what it costs you to provide a service, what your competitors are charging, and how customers
perceive the value of your services, it's time to figure out whether to charge an hourly rate, a per - project rate, or try to negotiate a retainer for your services.
I understand that you want to keep
the perceived value of the service high so you are vetting the books right now.
They are offering special offers — discounts and free services — to entice customers by boosting
the perceived value of their services.
The difference is the effect on the customer's
perceived value of your services.
In order for the client to profit,
the perceived value of the services needs to be greater than the price you charge.
They can't imagine that others at the firm might be different, or that marketing could increase
the perceived value of the service they're selling.
Want to increase
the perceived value of the services and expertise you offer?
«
They perceive the value of our services as being reduced, as we no longer have to look for a house with them, they look for themselves,» says Abraham, who stresses that this «who needs a Realtor» misconception overlooks the true value a Realtor provides.
Not exact matches
They are reported to prefer and lean toward companies that produce goods and
services that have real rather than
perceived value, and they more readily rely on the opinions and recommendations
of their peers when making a purchasing decision.
Imagine all
of the high friction, low
perceived value experiences that you have to deal with every day, from interactions with customer
service to shipping confirmations.
To make sure you cover all the important points in your ad or letter when describing the new product you want to market, create a worksheet that spells out the important facts about the new product: packaging, benefits, features,
perceived value, colors, special features, options, pricing, warranties, method and speed
of delivery,
service and support.
Underscoring all
of this is the fact every billing mechanism has it's pros and cons, and most clients couldn't care less how an invoice is constructed, so long as
service providers do a good job
of transparently communicating their
value, and the final amount is
perceived as «fair».
Above all, you should communicate openly with the client about his or her goals and
values and work together to assess what the
perceived dollar
value of the legal
services is for the client.
The actual
value of your
services has no real
value proposition until your clients actually
perceive it.
As the famous «Big Mac index» shows, goods and
services that are
perceived as low -
value in Canada or the USA can be considered high -
value in other parts
of the world.
The chain's logic has been straightforward, however: mass adoption
of a subscription
service like MoviePass could effectively change the
perceived value of movies, resulting in a situation where theatrical exhibitors wouldn't be able to charge enough to keep their own businesses afloat.
The
perceived value is the result
of taking the information gathered, analyzing the smart goals and needs
of the prospective customers, and taking advantage
of the products or
services the salesperson is selling in a way that most effectively achieves the prospective client's goals and suits their needs.
See an example
of a Mental Health
Services Satisfaction Survey for Staff that measures staff - consultant relationships and
perceived value of consultation.
Therefore, «discount brokerages» are effectively selling their «
perceived»
services for less than the «face
value»
of conventional brokerages»
perceived and / or actual
services.
«Face
value» is the «
perceived value» in the eyes
of some unsophisticated consumers who therefore think that they are getting a «deal» for otherwise «actualized conventional
services» by hopefully acquiring same with a «discount brokerage».