The AIM Institute > Awkward Realities > Forget a price premium… unless you deliver value beyond customers’ next best alternative.

Awkward Reality #93

Forget a price premium… unless you deliver value beyond customers’ next best alternative.

Dan Adams |
93 Customer Value 1

If you don’t ask customers the right questions, you can’t quantitatively assess their next best alternative. So you’ll have to guess at pricing. Guess too high and customers won’t buy. Guess too low and… well, customers will let it go this time. And you leave money on the table, perhaps for a decade or more.

Read more in this free white paper, Catch the Innovation Wave (page 12), which details how your company can improve customer value and experience a significant increase in sustainable organic growth.

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