How have you currently set your price? By setting an internal margin or maybe by comparison with your competition? We believe there is a better way by using value pricing. This method analyses the customer's needs and calculates the true value of your offer in fulfilling that need.

 

Value pricing is harder to calculate and communicate. However the benefits can be considerable, both to you and your customers. Because it concentrates on the end-user it is more likely to lead to a better proposition for the customer, and better sales and/or profits for your company.

 

Our pV Pricing Deeply process takes a company through a proven process (see example here) to build a pricing strategy. It aims to maximise your value proposition to your customer base.

 

 

The major benefit of the pV Pricing Deeply process is that it allows a company to build a coherent pricing strategy using a a structured approach with well researched information and tools. This process has helped a number of companies in different ways:

1. Suggested changes to an existing product range that have helped to increase sales by 47%.
   (see our iPerceptions  case study  for more details)
2. Identified key barriers to sales growth before significant marketing and sales effort had started.
3. Helped a company set a comprehensive pricing plan for its new product range.

The results will be different for each company, but are around increasing sales and/or profits.

 

1. Pre-meeting
   1. You fill in our pV Pricing Deeply form with a brief outline of your company and issues.
   2. I will contact you by phone to discuss these issues and agree a meeting date.
   3. (Optional) I will send you some suggested fact finding prior to our first meeting.
   4. (Optional) You, or your subordinates, gather data to use in the various workshop.
2. Workshop 1: Defining the true value of your offer (normally at your premises)
   1. Introduction to the process (see example here)
   2. Defining customer needs and analysing the true value of your offer
   3. Setting you offers in the competitive environment
3. Workshop 2: Increase the perceived value of your products or services
   1. Review findings of workshop 1
   2. Consider customer needs and how this effects your offer
   3. Consider buyer price drivers and how these effect your sales
4. (Optional) I will visit to meet with key decision makers to refine the outputs of the meetings
5. Workshop 3: buyer behaviour mapping and agree recommended actions
   1. Review findings from workshop 2
   2. Map your sales and marketing process against known buyer behaviour research
   3. Review recommendations and agree on actions
6. Post the workshops:
   1. (Optional) I will visit to meet with key decision makers discuss draft report
   2. I will produce a report that details the steps covered and the agreed actions
   3. I will contact you to discuss the final report and make any amendments
   4. You implement the actions at the appropriate time
   5. I will arrange a review after three months to follow up on any issue.

Also included as part of this process is our 57 page pV Pricing Deeply workbook (see examples in our Useful Documents section) showing each stage in detail and containing references to books and other related material for further research.

 

Costs obviously vary depending on level of complexity of your business, the number of optional meetings that are needed between the workshops and any other detailed customer surveys or research that is needed. However experience has shown that the price of pV Pricing Deeply process normally lies in the range of £4,900+VAT to £9,900+VAT.

 

Please contact us for a free, no obligation discussion on your specific needs and we can define a suitable plan and quote you a fixed price.

 

 

We have delivered our pV Pricing Deeply to a number of companies, plus used elements of the pV Pricing Deeply content with numerous other groups. We have listed below two of our clients that have gone through this process.

• iPerceptions Inc. A web experience analysis company  Case Study :
  We ran the pV Pricing Deeply process over an intense four days. The results have been:
  • A 47% increase in revenue in the first quarter directly following our visit*
  • A 58% increase in revenue in the second quarter following our visit*
    (* The increase is compared to the same quarter in the previous year. Note that all of this increase is not directly attributable to our work.)
• Nomis Ltd. Creator of SymVolli, a sales performance management tool
  We ran the pV Pricing Deeply process with them prior to the release of a new version of their software. This helped them select the best way to define the versions and guided them on the prices and packages they should offer their customers.

Find out how we have helped companies develop strategic pricing on our  Case Studies  page.