How Solving Your Client’s Problems Can Increase Your Company’s Value

About the Episode

How do you increase your company’s value? Is it as simple as raising prices? Pricing expert Mark Stiving explains how to explore the value that your product or services offer your customers and how you can turn that value proposition into more value in your company. 

“If you can’t articulate the value, it’s really hard for you to sell your product.”

Mark Stiving

What You’ll Learn

• Identify the Problems: Customers buy products to solve problems and achieve results, not for the features. Focus on understanding the specific problems your product solves and the tangible results customers can expect.
• Define Your Customers: Segment your market based on different customer problems and create targeted value propositions for each segment. Not all customers value your product the same way.
• Ask Questions: Use qualitative research to deeply understand customer problems by asking, “What problem does this solve?” instead of just collecting feature requests.
• Offer Solutions: When marketing your product, emphasize the problems you solve and the results you can deliver rather than listing technical specifications or features.

“Value is measured in incremental profit.”

Mark Stiving

Topics Covered

Want More? Related Resources: 

• Increasing the Value of Your Business | The RVD Model
• Selling Value: How to Win More Deals at Higher Prices by Mark Stiving
• Instant Profits: How to Raise Prices Without Losing Customers by Mark Stiving
• Impact Pricing: Your Blueprint for Driving Profits by Mark Stiving
• Win, Keep, Grow: How to Price and Package to Accelerate Your Subscription Business by Mark Stiving

Meet Our Guest

Mark Stiving

Founder, Impact Pricing LLC | Reno, NV

Few voices resonate with the clarity, insight, and expertise of Mark Stiving, PhD. His profound understanding of buyer behavior, combined with his unique ability to distill pricing strategies into actionable insights, has cemented his reputation as a sought-after advisor and instructor.

In the last 25 years, Mark has consulted, trained, and/or coached hundreds of companies, including Cisco, Procter and Gamble, Grimes Aerospace, Splunk, and Crowdstrike. Today, he works regularly with PE firms, helping their portfolio companies increase profits and drive valuation by learning how to price, package, communicate, and sell value.

LinkedIn: https://www.linkedin.com/in/stiving/