Why Your Customers Buy More When Value Outweighs Cost

Dr. Flint McGlaughlin

“At MECLABS we’ve spent years asking and trying to answer a simple question: ‘Why do people say yes?’

When given a whole series of options, how do you get people to say ‘yes’ to your option over another?” explained Flint McGlaughlin, Managing Director and CEO of MECLABS.

You don’t optimize websites, you optimize thought sequences: What are the essential levers we need to pull to get the prospect to say ‘yes?’”

A Powerful Value Proposition Results in More People Saying “Yes”

What pulls that lever fastest is a powerful value proposition.

It drives a “yes” by making it crystal clear to your marketplace why they should buy from you instead of anyone else.

This concept is illustrated in the heuristic below: Value force outweighs cost force. In the prospect’s mind, an effective value proposition works to assure her that the value of what the she is getting outweighs her time, energy and resources to get it.

Value Force vs Cost Force

Better Value Propositions Mean Better Revenues: We’ve Got Proof

While the illustration is simple, the outcomes are remarkable when this heuristic is applied and tested within the marketplace. This is what …read more

Article Curated From…: Conversion XL