I have seen an article floating around the past few days about the impact of the tax law changes on the sale of premium sports seating.
Which is all well and good, but knowing a lot of the arguments that go on around sports business, I’m betting the point is going to be missed.
Here are 2 reasons:
- If you are selling a tax cut as the reason to buy, where’s the value?
- If the price is the only justification for buying or not buying, you are on the losing side of things anyway because you are a commodity.
But what about value?
I think that if we aren’t careful, value can easily become about price and price alone.
That’s sort of the crutch of the bad marketer and seller…price.
Instead, we have to work pretty hard to keep in mind that all marketing and selling comes down to value and value takes on many different forms.
Just a few examples:
- It is valuable to save time.
- Value can come in the form of saving money.
- Value is most definitely achieved by reducing stress.
- Value is derived when someone can do something that they couldn’t do before.
The truth is that value can be derived in any number of ways. Your goal is to try and convince people to buy the one that works best for you.