Pricing and Positioning – Customer Challenges
Do I have a positioning or pricing problem?
Am I leaving money on the table?
While many companies are trying to determine the “right price” they often learn that they have a more basic problem – positioning – the customers don’t understand your value proposition. As a result their reactions to your pricing tests – and often your sales pitches – fail short expectations. Solving this starts by clearly defining your “position” to your different customer groups.
Pricing also can be a problem of execution. What does a hectograph of your market prices tell you? Are you pricing consistently for value across your organization, or are some sales reps leaving value on the table or others walking away from sales because they can’t sell the value?
Case Study: Health Care
/0 Comments/in Case Studies /by grahamoOur client developed the next generation of product in their category and turned to QDI to learn the maximum price they could charge and still hit their volume targets.