Your customers via YouTube, on-line forums, magazine websites, and consultants via their blogs, industry groups and articles, have now created so much content for prospects that the purchase process has radically changed.
Will Rodgers, in the early 1900’s, understood the danger of impaired vision. He said, “It isn’t what we don’t know that gives us trouble, it’s what we know that ain’t so.”
A few days ago I ordered a product on Amazon. I’ve held a Prime Membership for a few years, and when I’m looking for a good deal or unique product, I usually check Amazon first. Recently, I was duped.
Have you ever wondered how your business stacks up to the competition? In our previous newsletters we have talked about Relative Value – your value versus the competitor’s value.
To help our clients be more precise when they talk about their value versus competitive offerings, we developed QDI’s Value Creation Formula.
The market share is arrived at by calculating the percentage of the market opportunity addressed deciding to purchase a product or service.
The most critical element to creating breakthroughs is the decision makers’ collective understanding of what the customer perceives as value.