How to Increase Perceived Value of Your Offers
Increasing the perceived value of the offers you have or your brand as a whole is actually quite simple. In this article, we’ll discuss what perceived value is, why it’s important, and the four questions to ask yourself about the offers that you currently have.
What is perceived value?
According to Investopedia, perceived value is a customer's own perception of a product or service's merit or desirability to them, especially in comparison to a competitor's product. What that means is how valuable your potential customer or client sees your offer in regard to the problem they’re facing or the future they have for themselves.
Why is perceived value important?
Since perceived value is in the minds of our potential clients and customers, it’s important that, as business owners, we are effective in influencing what that perceived value is. Why? Because how prospects regard the value of our offers directly affects our bottom line. There are hundreds of ways to increase perceived value, but there are four easily actionable questions that you can answer surrounding your offer to increase perceived value in the minds of your customers.
4 questions to ask yourself about the offers that you currently have
There are hundreds of ways to increase perceived value, but there are four easily actionable questions that you can answer surrounding your offer to increase perceived value in the minds of your customers.
What language/messaging are you using around your offer? Are you speaking directly to your audience and using language that they would use?
Is the problem significant enough, and does the solution blow them out of the water?
What are the benefits of your offer over those of your competitors?
How are you the expert when it comes to this specific offer? What makes you unique, and why should they want to buy it from you?
The idea is to have messaging that resonates with your people. You want to create a promise of an outcome that will happen if they purchase your offer. You want to speak directly to your audience by using the word ‘you’ instead of ‘they.’ Ultimately, you want it to feel conversational.
You also want to make sure that the problem you are solving is one that annoys them enough to make them care about it. And the solution you propose with your offer has to be one that is significant enough for them to decide that your offer is a no-brainer.
Be sure to list out the benefits of your offer and how they outweigh the benefits of those who may be offering something similar. Because, let’s be real, your prospects are likely to be shopping around if what they are shopping for is a 3 to 4-figure investment.
Lastly, be sure to talk about how you are an expert in this field and with this specific offer. The authority and social proof to show for it will seal the deal.
As you can probably see by now, increasing perceived value is about how you present your offer. Wrap the package of your offer as beautifully and honestly as possible to attract your ideal clients and customers.
Looking for someone to do all of the heavy lifting for you and provide done-for-you offer descriptions that will increase perceived value and therefore boost your sales? Fill out this form and we’ll get started!
