Customer Value Propositions in Business Markets
“Persuading your customers to pay premium prices can start with customer value propositions”
Your customers—pressured to control costs—seem to care only about price. But if you lower prices to stimulate sales, your profits shrink.
Now the big question is, “so how can you persuade your business customers to pay the premium prices your offerings deserve?” The Big answer is Craft a compelling customer value proposition.
What is still saying is that price offered by your competitors is not the problem; the customer looking for lower price is not the issue, the big issue as I said is the Value you are offering to the customers.
If you are not read to offer value to your customer, then stop complaining. The customers want to know the reason of paying such amount. Are you ready to answer the question “why”? Then, if you are ready,
Create value for your customers. And explain how the value will translate into monetary worth for customers.
Another big issue is how can I craft a compelling customer value propositions? My brother it is not easy but you have to think.
First of all you have to understand your Customers’ Businesses. Invest time and effort to understand your customers’ businesses and identify their unique requirements and preferences. After you have identified your customers’ problem, then create solution for solving their problem.
The solution to their need is the “value” After value creation you need to do the followings-
Substantiate Your Value Claims
Document Value Delivered
Make Customer Value Proposition a Central Business Skill

For example, Harvard Business School knew that what their customers’ (students) need are connections, Good Jobs, top-level business professionals eager to lend them support during and after graduation, and also to develop a capacity for analysis, assessment and judgment.
The created and sustained these values proposition, that why the customers (students) pay up to 8 million yen for these value.
http://www.hbs.edu/mba/hbsadvantage/
http://www.hbs.edu/mba/admissions/costsummary.html
My people,
Money is not the problem; price is the issue but the big issue is “customer value propositions”
Rowland