How to sell value - demystified : a practical guide for communications agencies /
The latest research from the Public Relations and Communications Association (PRCA) demonstrates that 83% of agencies do not sell by value. This represents a significant threat to their future, especially during recessionary times, as it means there is unlikely to be the proof needed to sustain the...
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| Hlavní autor: | |
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| Médium: | Elektronický zdroj E-kniha |
| Jazyk: | angličtina |
| Vydáno: |
Bingley, U.K. :
Emerald Publishing Limited,
2023.
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| Edice: | PRCA professional
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| Témata: | |
| On-line přístup: | https://doi.org/10.1108/9781837971220 |
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Obsah:
- Introduction: The business case for selling value not time
- Chapter 1. The eight deadly sins of time-based pricing
- Chapter 2. The importance of identifying the value clients want
- Chapter 3. The importance of being 'marmite not vanilla'
- Chapter 4. Why it's important to explain how value is delivered in a way that is unique to your agency
- Chapter 5. How to create the tools that bring your branded method to life and give your team ways to reinforce it
- Chapter 6. How to create premium priced services that break the time to price equation
- Chapter 7. How to set a value-based price
- Chapter 8. The importance of access to client data that identifies and proves the value you deliver
- Chapter 9. How your team can get the user buyer to embrace a value-based approach
- Chapter 10. How to change the day-to-day behaviour of account teams to support the value-based pricing approach
- Chapter 11. How to move existing clients from time to value
- Chapter 12. The checklists needed to make the transformation to selling value a success.