There are 4 primary drivers of value. I call this The Value Equation:
1️⃣ Dream Outcome
(The expression of the feelings and experiences the prospect has envisioned in their mind. It’s the gap between their current reality and their dreams)
2️⃣ Perceived Likelihood of Achievement
(How likely does the prospect believe it is that they will achieve the result they’re looking for if they make the purchase)
3️⃣ Time Delay
(Time between a client buying and receiving the promised benefit. The shorter the distance between when they purchase and when they receive the value/outcome, the more valuable your service or product is)
4️⃣ Effort & Sacrifice
(Other costs accrued along the way–what do they have to give up to achieve the outcome)
