Monday, September 30, 2013
Friday, August 24, 2012
SmartQuote
 | [A]t the end of the day, success within a company is really about the value you create."
--Christine M. Riordan, dean and professor of management at the University of Denver's Daniels College of Business, writing at SmartBlog on Leadership
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Friday, June 22, 2012
From Radio Sales Today:
When consumers evaluate a product, rarely do they focus on mere functionality as much as how the product satisfies them on intangible levels. They consider how the product makes them feel, say Diana LaSalle and Terry A. Britton, authors of Priceless: Turning Ordinary Products into Extraordinary Experiences. The authors identify four ways that customers measure products: 1.) Physical. These attributes are the easiest to recognize, as they involve how the product is seen, smelled, tasted, touched, or heard by the consumer. Is your product easy and convenient to use? Is it strong enough? 2.) Emotional. Loyalty can be created here. Think of how you can service the client in a way that turns an everyday event into a memorable experience. 3.) Intellectual. This is related to how a customer's brain rates the worth of the product in terms of financial efficiency. Branding plays a role, because product and company image can influence customers' perceptions of financial value. 4.) Spiritual. What's the difference between a $2 utility candle and an $8 aromatherapy candle? It's the special state of mind the product affords consumers. Always consider the value-added benefits that could make your product stand out. SOURCE: SALES & MARKETING MANAGEMENT, December 2002.
When consumers evaluate a product, rarely do they focus on mere functionality as much as how the product satisfies them on intangible levels. They consider how the product makes them feel, say Diana LaSalle and Terry A. Britton, authors of Priceless: Turning Ordinary Products into Extraordinary Experiences. The authors identify four ways that customers measure products: 1.) Physical. These attributes are the easiest to recognize, as they involve how the product is seen, smelled, tasted, touched, or heard by the consumer. Is your product easy and convenient to use? Is it strong enough? 2.) Emotional. Loyalty can be created here. Think of how you can service the client in a way that turns an everyday event into a memorable experience. 3.) Intellectual. This is related to how a customer's brain rates the worth of the product in terms of financial efficiency. Branding plays a role, because product and company image can influence customers' perceptions of financial value. 4.) Spiritual. What's the difference between a $2 utility candle and an $8 aromatherapy candle? It's the special state of mind the product affords consumers. Always consider the value-added benefits that could make your product stand out. SOURCE: SALES & MARKETING MANAGEMENT, December 2002.
Friday, June 15, 2012
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