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JdL 8 Benefit Ladder

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Joseph de Leon
Joseph de Leon

When proposing an offer, discounts diminish your value. Instead make yourself invaluable by offering escalating benefits to match increasing value and longer commitments.

Business
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Discounts drop value. Eight Benefit Ladder Functional • Price/ Performance • Ease of Adoption • Total Cost of Ownership Does it work for me? Economic • Pricing • Financing • Developmental Funds Can we get it cheaper? Conditional • Quality • Delivery • Supply Can we get a better version? Service • Dedicated Team • Hotline Service • Service Level Agreement Can you treat me better? Informational • Expert Knowledge • Customer Information • ESG Reporting Can you make me smarter? Developmental • Product Development • Market Development • Market Research What can do better? Social/ Emotional • Premier Club • Advisory Group • Advertising/ PR Can you make me look or feel better? Strategic • New Market Entry • Competitive Positioning • Brand Elevation How far can we grow together? Source: Adapted from the iCRM 7 Benefit Model Add value till you’re invaluable. jdl@gravitasprime.com

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JdL 8 Benefit Ladder

  • 1. Discounts drop value. Eight Benefit Ladder Functional • Price/ Performance • Ease of Adoption • Total Cost of Ownership Does it work for me? Economic • Pricing • Financing • Developmental Funds Can we get it cheaper? Conditional • Quality • Delivery • Supply Can we get a better version? Service • Dedicated Team • Hotline Service • Service Level Agreement Can you treat me better? Informational • Expert Knowledge • Customer Information • ESG Reporting Can you make me smarter? Developmental • Product Development • Market Development • Market Research What can do better? Social/ Emotional • Premier Club • Advisory Group • Advertising/ PR Can you make me look or feel better? Strategic • New Market Entry • Competitive Positioning • Brand Elevation How far can we grow together? Source: Adapted from the iCRM 7 Benefit Model Add value till you’re invaluable. jdl@gravitasprime.com