Impact Pricing2 Marras 2022

Memecast #82: Queen of Clubs: Customers Perception of Value is their Reality

This one is the Queen of Clubs from the Selling Value card deck.

Customers' perception of value is their reality. This is absolutely true.

Think about when you purchase something. You don't have the time or the energy to go out and learn everything there is to possibly know about everything. In fact, if you're like me, you've probably purchased things, and made a mistake, "Oh, this really didn't solve the problem I thought it was going to solve. It really didn't look the way I thought it was going to look or act the way I thought it was going to act."

And what that really meant was that before we bought the product, we had this perception of what we thought the product would do, and it didn't live up to that. The 'didn't live up to that' is true reality. This is what it really does. But prior to the purchase, the only thing that mattered was what we believe.

And this is true of our customers as well. Prior to them making a purchase decision, all they can do is use what they believe to be true as information to make the decision. We need to understand that because our job, if we're selling value, is to make sure their perception of our value is really high.

Ideally, we make sure it's accurate, but we want to make sure it's high.

We hope you enjoyed this memecast. This is also an example of how Pricing Table Topics works. Grab a deck of our cards, pull a random card, read the saying, then talk for one to two minutes about what that card says. This will improve your understanding and more importantly, your ability to communicate important concepts about value.

If you have any questions or feedback, please email me mark@impactpricing.com.

Now, go make an impact.

Connect with Mark Stiving:

Email: mark@impactpricing.com
LinkedIn: https://www.linkedin.com/in/stiving/

Tämä jakso on lisätty Podme-palveluun avoimen RSS-syötteen kautta eikä se ole Podmen omaa tuotantoa. Siksi jakso saattaa sisältää mainontaa.

Jaksot(500)

Buyer Insight: Buyers Are Rational, It's the Sellers That Aren't

This is an Impact Pricing Blog published on March 16, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/buyers-are-rational-its-th...

29 Touko 5min

AI Agents, Zero Humans, and the End of SaaS Per-Seat Pricing with Ajit Ghuman

Ajit Ghuman is the co-founder of Monetizely, former VP of Product at Segment, and author of Price to Scale. In this episode, Ajit breaks down one of the biggest pricing challenges AI companies are abo...

25 Touko 30min

Buyer Insight: Credits Trade Clarity for Flexibility

This is an Impact Pricing Blog published on March 9, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/credits-trade-clarity-for-f...

22 Touko 4min

Your Customers Don't Care About AI (And That's Your Pricing Problem) with Dan Balcauski

Dan Balcauski is the founder of Product Tranquility, where he helps B2B SaaS companies improve pricing, packaging, and monetization strategy. In this episode, Dan breaks down the uncomfortable realit...

18 Touko 29min

Buyer Insight: If Buyers Can't Explain It, You've Not Sold It

This is an Impact Pricing Blog published on March 2, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/if-buyers-cant-explain-it-y...

15 Touko 3min

The Four Conversations That Change How Buyers Decide with Blair Enns

Blair Enns is the founder of Win Without Pitching, author of The Four Conversations, and co-host of the 2Bobs podcast. He helps experts, agencies, and consultants move from being treated like vendors ...

11 Touko 28min

Buyer Insight: Why AI Is Making SaaS Metrics Grow Up

This is an Impact Pricing Blog published on February 23, 2026, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/why-ai-is-making-saas-m...

8 Touko 4min

Why the Same Product Shouldn't Have One Price (And What to Do Instead) with Bobby Moesta

Bobby Moesta is the President & CEO of The Re-Wired Group, where he helps companies understand why customers buy.He is the co-creator of Jobs to Be Done alongside Clayton Christensen, and has spent de...

4 Touko 30min