Articulating Value and Benefits

Articulating Value and Benefits
September 24, 2008


Hello again.

Two weeks ago we went bike shopping for my oldest daughter. At every specialty bike store I asked what I thought was a simple question.  I asked, “What’s the reason to pay over twice the price of a bicycle from a big box retailer?”

It seems a simple enough question. As a consumer, I’m looking for the retailer to tell me the value I’ll receive if I invest more money in their product. And that’s what it is, an investment. All the retailer has to do is articulate the value of his (yes, everyone we spoke to was a “he”) product as a benefit to me as compared to the cheaper big box product. By the way, it seems like they need more women in that industry.

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~ by Joey C on September 24, 2008.

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