{"id":112807,"date":"2022-04-29T15:21:31","date_gmt":"2022-04-29T13:21:31","guid":{"rendered":"https:\/\/staging.cloudtalk.io\/blog\/come-gestire-al-meglio-il-valore-percepito-dal-cliente-cpv\/"},"modified":"2024-10-18T19:13:29","modified_gmt":"2024-10-18T17:13:29","slug":"come-gestire-al-meglio-il-valore-percepito-dal-cliente-cpv","status":"publish","type":"post","link":"https:\/\/test-staging.cloudtalk.io\/it\/blog\/come-gestire-al-meglio-il-valore-percepito-dal-cliente-cpv\/","title":{"rendered":"Come gestire al meglio il Valore Percepito dal Cliente (CPV)?"},"content":{"rendered":"\n<div id=\"left-panel\" class=\"wp-block-group left-panel\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<h1 class=\"wp-block-heading has-black-color has-text-color\">How to Master Customer Perceived Value (CPV)<\/h1>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-white-color has-orange-background-color has-text-color has-background wp-element-button\"      href=\"https:\/\/test-staging.cloudtalk.io\/it\/programma-una-demo\/\" style=\"border-radius:3px\">CONTACT SALES<\/a><\/div>\n\n\n\n<div class=\"wp-block-button btn-ghost\"><a class=\"wp-block-button__link has-grey-color has-light-white-background-color has-text-color has-background wp-element-button\"      href=\"https:\/\/test-staging.cloudtalk.io\/it\/cloudtalk-14-giorni-di-prova-gratuita\/\" style=\"border-radius:3px\">TRY FOR FREE<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n<div class=\"wp-block-group container-short\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"538\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-1024x538.png\" alt=\"Valore Percepito dal Cliente\" class=\"wp-image-14149\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-1024x538.png 1024w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-300x158.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-768x403.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-200x105.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-784x412.png 784w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-560x294.png 560w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-484x254.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-400x210.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-392x206.png 392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-152x80.png 152w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-257x135.png 257w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv-64x34.png 64w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/illustration-cpv.png 1200w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure><\/div>\n\n\n<p class=\"has-black-color has-text-color has-medium-font-size\">The perception of value is as important as the value itself. That is why CPV is the core of any business. Reasons why a customer decides to purchase your item differ &#8211; from rational pursuits to those highly emotional.<\/p>\n\n\n\n<p>Yet, motivating your customer to see these reasons is fully up to you. There are lots of ways to do it. Find out how to master a customer&#8217;s perceived value with a maximum profit.<\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\">What is the customer&#8217;s perceived value?<\/h2>\n\n\n\n<p>Il CPV \u00e8 un indicatore di ci\u00f2 che i tuoi clienti (attuali e potenziali) pensano del tuo prodotto o servizio e di quanto sono disposti a pagarlo. In altre parole, il rapporto tra quanto il prodotto soddisfa i requisiti del cliente e il suo prezzo = <strong>vantaggio percepito meno prezzo pagato.<\/strong> <\/p>\n\n\n\n<p>Maintaining the\u00a0<strong>balance between price and value<\/strong>, making the product\u00a0<strong>stand out\u00a0<\/strong>from the competition, and in the end, iInfluencing the customer to<strong>\u00a0purchase it\u00a0<\/strong>&#8211; are the core challenges each business must face.\u00a0<\/p>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ct-evo-cta-simple-panel cta-simple-panel\" style=\"background-color:#000\"><div class=\"cta-simple-panel-inner\">\n<div class=\"wp-block-group\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p class=\"has-white-color has-text-color\">Discover which tactics works in Customer Care<\/p>\n<\/div><\/div>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"alignright size-medium\"><img loading=\"lazy\" decoding=\"async\" width=\"450\" height=\"635\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2023\/08\/eBook-customer-care.svg\" alt=\"\" class=\"wp-image-177188\"\/><\/figure><\/div>\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link wp-element-button\"      href=\"https:\/\/test-staging.cloudtalk.io\/?page_id=174593\/\">Read for free<\/a><\/div>\n<\/div>\n<\/div><\/div>\n\n\n\n<div style=\"height:60px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>Hai a disposizione diversi metodi per scoprire cosa aggiunge valore agli occhi del cliente e qual \u00e8 il prezzo migliore da proporgli. Per esempio, <strong>gruppi di discussione, sondaggi<\/strong> e <strong>test di mercato.<\/strong> <\/p>\n\n\n\n<p><strong>Aspetto fondamentale:<\/strong> prima di analizzare i dettagli, \u00e8 importante sottolineare che le pratiche CPV devono essere trasparenti. Non si deve mai indurre il cliente all&#8217;acquisto in modo ingannevole. <\/p>\n\n\n\n<p>La trasparenza \u00e8 estremamente importante. Bisogna mostrare i benefici reali percepiti, dimostrando che l&#8217;acquisto \u00e8 vantaggioso sia per la tua attivit\u00e0 che per il cliente. <\/p>\n\n\n\n<figure class=\"wp-block-embed is-type-video is-provider-youtube wp-block-embed-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe loading=\"lazy\" title=\"Customer perceived value (CPV): Definition, determinants and examples\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/VgHUsiP4CnA?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe>\n<\/div><\/figure>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>A practical example of customer-perceived value\u00a0<\/strong><\/h3>\n\n\n\n<p>Ad esempio, ipotizziamo che tu offra una soluzione software di supporto al cliente <strong>basata sul Cloud,<\/strong>come CloudTalk. Un&#8217;azienda \u00e8 alla ricerca di questo tipo di servizio. Verranno valutati diversi aspetti. Prendiamo l&#8217;esempio di CloudTalk.<\/p>\n\n\n\n<p>You should certainly focus on\u00a0<strong><a      href=\"https:\/\/test-staging.cloudtalk.io\/it\/funzionalita\/\" target=\"_blank\" rel=\"noreferrer noopener\">features<\/a><\/strong>\u00a0like\u00a0<strong>user-friendliness<\/strong>\u00a0and\u00a0efficiency. Your lead agents shouldn&#8217;t waste a significant amount on figuring out how the system works. The company representatives want to make their call center as smooth as possible. Do you offer\u00a0automatic callbacks? Does your system have the ability to\u00a0<strong><a      href=\"https:\/\/test-staging.cloudtalk.io\/it\/click-to-call-clicca-per-chiamare\/\" target=\"_blank\" rel=\"noreferrer noopener\">call customers with a single click<\/a><\/strong>? These may be plus points for you. In the end, the faster, the better.\u00a0<\/p>\n\n\n\n<p>Further, there are\u00a0<strong>voice features<\/strong>\u00a0and\u00a0<strong>functionality<\/strong>. No one would like to deal with constant drop calls, poor sound quality, or long waiting times for customers. The last aspect is especially bad news for your business. You may incorporate\u00a0<strong><a      href=\"https:\/\/test-staging.cloudtalk.io\/it\/inoltro-chiamata-reindirizzamento-chiamata\/\" target=\"_blank\" rel=\"noreferrer noopener\">call forwarding<\/a><\/strong>\u00a0to a currently available agent or a\u00a0<strong><a      href=\"https:\/\/test-staging.cloudtalk.io\/it\/power-dialer-2\/\" target=\"_blank\" rel=\"noreferrer noopener\">predictive dialer<\/a><\/strong>\u00a0that allows you to increase efficiency and the number of calls by automatically dialing the next call-in line.\u00a0<\/p>\n\n\n\n<p>Un altro aspetto \u00e8 la personalizzazione. Grazie a funzionalit\u00e0 come la segreteria telefonica o l&#8217;indirizzamento intelligente delle chiamate, come le code di chiamata VIP, i clienti si sentiranno sempre al primo posto. Anche un&#8217;opzione di monitoraggio si rivela utile, che pu\u00f2 includere ad esempio le statistiche sulle chiamate e i report sugli operatori. In questo modo, terrai sotto controllo le prestazioni generali. <\/p>\n\n\n\n<p><strong>Soddisfi questi requisiti? <\/strong>Ottimo. <\/p>\n\n\n\n<p>But these are\u00a0<strong>not all factors<\/strong>\u00a0the customer takes into account. Let&#8217;s say that the product satisfied all the company decision-makers&#8217; needs. Are they ready to purchase? Not necessarily.\u00a0<\/p>\n\n\n\n<p><strong>Beware the price:\u00a0<\/strong>Potential customers probably did their research, including your competition&#8217;s services. And one of the most important factors they check is<strong>\u00a0cost efficiency<\/strong>. If your product&#8217;s price is perceived as\u00a0\u201cfair to its benefits\u201d, you might have won. Yet if the product seems\u00a0significantly overpriced, customers may decide on a cheaper service, even though it has minor disadvantages compared to yours.\u00a0<\/p>\n\n\n\n<p>Tuttavia, non \u00e8 sempre vero che il prezzo pi\u00f9 basso vince. A volte le decisioni sono <strong>guidate dalle emozioni:<\/strong><\/p>\n\n\n\n<p>If you stand out from your competition, a good solution to<strong>\u00a0set your price right\u00a0<\/strong>may be <a href=\"https:\/\/www.productmarketingalliance.com\/your-guide-to-positioning\/\" target=\"_blank\" rel=\"noopener\">positioning <\/a>yourself in the middle. Right between the price that is considered too high and the average competitor&#8217;s price. Yet<strong>\u00a0don&#8217;t underprice your product<\/strong> since your primary goal is still to make a profit.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>Un esperimento con il vino<\/strong><\/h3>\n\n\n\n<p>A good example of customer-perceived value is also an\u00a0<a href=\"https:\/\/freakonomics.com\/podcast\/freakonomics-radio-do-more-expensive-wines-taste-better\/\" target=\"_blank\" rel=\"noopener\">experiment<\/a>\u00a0where subjects got two bottles of wine. One bottle cost 5 dollars and the other 45 dollars. Most people chose the expensive wine over the cheap one, not knowing that they all actually drank the same beverage.\u00a0<\/p>\n\n\n\n<p>Questa dimostra che il centro del piacere nel cervello viene attivato quando si acquista un prodotto pi\u00f9 caro. Spesso, per la percezione umana, il prezzo definisce il valore. <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>I principali aspetti che influenzano il CPV<\/strong><\/h2>\n\n\n\n<p>Ora che abbiamo un&#8217;idea generale del CPV e di come sfruttarlo al meglio, cerchiamo di capire quali sono i principali fattori che contribuiscono alla decisione del cliente.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Non-monetary aspects:<\/strong>\u00a0what non-material value the product brings to the customer, in the case of our call center example, usability, efficiency, quality, or user-friendliness.\u00a0<\/li>\n\n\n\n<li><strong>Monetary aspects:\u00a0<\/strong>To what extent does the product&#8217;s value correspond with the price paid? The customer evaluates whether above mentioned non-monetary aspects are worth the money.\u00a0<\/li>\n<\/ul>\n\n\n\n<p>Buyers may also take into consideration the general financial return &#8211; will the investment help to generate profit, for example, by providing\u00a0<strong><a href=\"https:\/\/test-staging.cloudtalk.io\/it\/blog\/otto-idee-per-migliorare-le-tue-interazioni-con-i-clienti\/\" target=\"_blank\" rel=\"noreferrer noopener\">exceptional customer service<\/a><\/strong>?\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Peer&#8217;s opinions:\u00a0<\/strong>Nowadays, customers heavily rely on references and feedback. Reviews and ratings play a crucial role in decision-making. Make sure they are as positive and frequent as possible.\u00a0<\/li>\n\n\n\n<li><strong>Assumptions:<\/strong>\u00a0This point is closely related to the previous one. It is in our nature to jump to conclusions. For example, people often assume that if someone influential recommends something, it has to be necessarily good.\u00a0<\/li>\n\n\n\n<li><strong>Desirability:<\/strong>\u00a0More well-known and desired the product, the more profitable it becomes &#8211; simple as that.\u00a0<\/li>\n<\/ul>\n\n\n\n<p>\u00c8 importante ricordare che alle volte, esistono <strong>motivazioni diverse <\/strong>per cui i clienti scelgono la concorrenza. Ad esempio, un ordine diretto di acquistare al minor prezzo possibile o un legame personale tra l&#8217;acquirente e la concorrenza. <\/p>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Cos\u00e8 il framing e come utilizzarlo<\/strong><\/h2>\n\n\n\n<p>Ritorniamo alla questione dei prezzi. Questa parte del processo di acquisto \u00e8 la pi\u00f9 critica. Il tuo obiettivo \u00e8 quello di dare al cliente un prodotto con un valore il pi\u00f9 elevato possibile e ottenere il massimo profitto, giusto? Una soluzione \u00e8 il framing, che consiste nel presentare l&#8217;offerta di maggior valore rispetto alle altre opzioni. <\/p>\n\n\n\n<p>The basic point of framing is to\u00a0\u201cframe\u201d customers&#8217; minds by showing them the price from a positive angle.\u00a0<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>Esempi di framing:<\/strong><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Showing discounts\u00a0<\/strong>with emphasis on your most profitable deal (Grammarly).<\/li>\n<\/ul>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"544\" height=\"580\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans.png\" alt=\"Piani tariffari Premium\" class=\"wp-image-14159\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans.png 544w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-281x300.png 281w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-200x213.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-420x448.png 420w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-375x400.png 375w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-484x516.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-273x291.png 273w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-75x80.png 75w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-127x135.png 127w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-premium-plans-60x64.png 60w\" sizes=\"auto, (max-width: 544px) 100vw, 544px\" \/><\/figure><\/div>\n\n\n<ul class=\"wp-block-list\">\n<li>Emphasizing\u00a0<strong>how much customer saves\u00a0<\/strong><\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image size-full\"><img loading=\"lazy\" decoding=\"async\" width=\"816\" height=\"452\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription.png\" alt=\"La quota giornaliera\" class=\"wp-image-14171\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription.png 816w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-300x166.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-768x425.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-200x111.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-784x434.png 784w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-560x310.png 560w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-484x268.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-400x222.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-392x217.png 392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-144x80.png 144w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-244x135.png 244w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-daily-subscription-64x35.png 64w\" sizes=\"auto, (max-width: 816px) 100vw, 816px\" \/><\/figure>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Presenting people the\u00a0<strong>price in lower units.<\/strong>\u00a0This disrupts their thinking process, and the higher price may seem like\u00a0<strong>a better deal.\u00a0<\/strong>Here is\u00a0<strong>an example:\u00a0\u00a0<\/strong><\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading has-black-color has-text-color\"><strong>L&#8217;esperimento dei computer<\/strong><\/h4>\n\n\n\n<p>A\u00a0\u201ccomputer experiment\u201d approached subjects with two computers, both identical in technical features. There was only one difference between them. One had a\u00a0<strong>23\u201d<\/strong>\u00a0inches screen while the other had a\u00a0<strong>27\u201d<\/strong>\u00a0inches screen. The smaller computer&#8217;s price was\u00a0<strong>199,99 dollars<\/strong>, while the bigger one&#8217;s price was\u00a0<strong>259,99 dollars<\/strong>. Three different study groups had three different ways of introducing the prices.\u00a0<\/p>\n\n\n\n<p>Al primo gruppo il prezzo \u00e8 stato presentato in modo esplicito. Al secondo gruppo i prezzi sono stati introdotti allo stesso modo, aggiungendo per\u00f2 la nota &#8220;Compralo con solo 60 dollari in pi\u00f9&#8221; vicino al computer pi\u00f9 costoso. Il terzo gruppo ha visto solo il prezzo del computer pi\u00f9 economico e la nota &#8220;Compralo con solo 60 dollari in pi\u00f9&#8221; vicino al computer pi\u00f9 costoso. <\/p>\n\n\n\n<p>The third group was the one where the most subjects (<strong>58 %<\/strong>) decided to buy the more expensive laptop.\u00a0<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Show people the\u00a0value of what they can get for a higher price. This information likely becomes customers&#8217; main focus, and pricing becomes less of a factor in the decision-making process. Again, you may emphasize the option that is most likely to be picked.<\/li>\n<\/ul>\n\n\n\n<p><strong>Let&#8217;s see an example directly from\u00a0<a href=\"https:\/\/test-staging.cloudtalk.io\/it\/prezzi-del-software-di-call-center\/\" target=\"_blank\" rel=\"noreferrer noopener\">CloudTalk<\/a>:\u00a0<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"595\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-1024x595.png\" alt=\"Esempio piani tariffari\" class=\"wp-image-14177\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-1024x595.png 1024w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-300x174.png 300w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-768x446.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-1536x893.png 1536w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-200x116.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-771x448.png 771w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-560x326.png 560w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-484x281.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-400x233.png 400w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-392x228.png 392w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-138x80.png 138w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-232x135.png 232w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot-64x37.png 64w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/image-plans-screenshot.png 1600w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Metodo valore percepito<\/strong><\/h2>\n\n\n\n<p>Ci sono molti metodi per far percepire il valore ai clienti. Vediamo quali sono <strong>i<\/strong> <strong>pi\u00f9 efficienti<\/strong>. <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>Scarsit\u00e0<\/strong><\/h3>\n\n\n\n<p>Questa tattica \u00e8 uno dei <strong>6 principi di base<\/strong> per influenzare i clienti, secondo il Dott. Robert Cialdini, autore del libro <em>Influenzare: La Psicologia della Persuasione.<\/em> L&#8217;obiettivo della Scarsit\u00e0 \u00e8 di sottolineare che il prodotto sia <strong>molto desiderabile<\/strong> <strong>e non facile da avere.<\/strong> La Scarsit\u00e0 agisce sulla nostra <strong>FOMO<\/strong> (Fear OF Missing Out) cio\u00e8 la paura di perdersi qualcosa. <\/p>\n\n\n\n<p>In practice, this means that people have a\u00a0<strong>tendency to purchase more<\/strong>\u00a0when you place a\u00a0<strong>message\u00a0<\/strong>next to your product, stating: \u201cOnly 1 left on stock\u201d, \u201ca discount finishes in 1 day\u201d, or \u201cYour item is held in a basket for 15 minutes\u201d etc.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>Il valore utile<\/strong><\/h3>\n\n\n\n<p>By nature, people are cooperative species. It makes us feel good when we do\u00a0<strong>something good for others.\u00a0<\/strong>But it makes us feel even better when while helping others, we gain something too. The point of the Good Value method is to<strong>\u00a0connect your sales with charitable acts<\/strong>. You have seen it for sure: A 10 % from the price you pay will be donated to a charity or <a href=\"https:\/\/www.g2.com\/articles\/types-of-nonprofits\" target=\"_blank\" rel=\"noopener\">non-profit organization<\/a> of some kind.<\/p>\n\n\n\n<p>Alcune aziende alzano un po&#8217; i prezzi dei loro prodotti dicendo che in questo modo parte dei profitti servono ad <strong>aiutare i loro fornitori<\/strong>. Questo tipo di valore percepito dal cliente, se fatto in modo sincero, <strong>\u00e8 intelligente e ammirevole.<\/strong> <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>Prova<\/strong><\/h3>\n\n\n\n<p>When you are in a business for too long, or you own a business, you become a professional who perfectly understands the product. Yet, it doesn&#8217;t mean that your customers do as well. The proof method is a great perceived benefit to a consumer. People understand the best of what<strong>\u00a0they experience themselves.\u00a0<\/strong><\/p>\n\n\n\n<p>Le aziende SaaS B2B spesso utilizzano <strong>versioni di prova gratuite,<\/strong> che sono impiegate nel breve periodo per testare il prodotto in azione. I clienti possono decidere se acquistare o meno il prodotto, ma <strong>la probabilit\u00e0 di ottenere un guadagno aumenta.<\/strong> <\/p>\n\n\n\n<p>Un altro ottimo esempio del metodo della Prova per le aziende SaaS B2B sono i <a href=\"https:\/\/test-staging.cloudtalk.io\/it\/storie-di-clienti\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>casi di studio e le storie di successo.<\/strong><\/a> Anche se il cliente non dovesse testare il tuo prodotto direttamente, pu\u00f2 informarsi sulle aziende per cui <strong>la soluzione ha funzionato <\/strong><strong>e avere maggiori dettagli.<\/strong> <\/p>\n\n\n\n<p>Some other businesses, for example, chocolate or coffee brands, may use\u00a0\u201cfair trade\u201d or \u201ceco-friendly\u201d stamps.\u00a0<\/p>\n\n\n\n<p>Una strategia &#8220;vecchia scuola&#8221; ma di grande successo \u00e8 il <strong>passaparola,<\/strong> cio\u00e8 quando il prodotto viene consigliato da clienti soddisfatti. <\/p>\n\n\n\n<h3 class=\"wp-block-heading has-black-color has-text-color\"><strong>La scelta delle parole<\/strong><\/h3>\n\n\n\n<p>How you talk to your audience matters. Tell them\u00a0<strong>what they&#8217;ll get<\/strong>\u00a0by purchasing your product\u00a0<strong>in their language,<\/strong>\u00a0and on the way there, turn your disadvantages into your advantages.\u00a0<\/p>\n\n\n\n<p>Selling used cars? Don&#8217;t call them used or old. Call them reliable. Are you selling second-hand clothes? Call them vintage. Find\u00a0<strong>a\u00a0positive\u00a0<\/strong>in what may be pursued as a negative connotation. But don&#8217;t lie. You may trick your customers into buying, but the reviews will be true to the value they get.\u00a0<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-large is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-836x1024.png\" alt=\"Migliorare il valore percepito\" class=\"wp-image-14183\" style=\"width:627px;height:768px\" width=\"627\" height=\"768\" srcset=\"https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-836x1024.png 836w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-245x300.png 245w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-768x940.png 768w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-853x1044.png 853w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-200x245.png 200w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-366x448.png 366w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-327x400.png 327w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-484x593.png 484w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-238x291.png 238w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-65x80.png 65w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-110x135.png 110w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02-52x64.png 52w, https:\/\/test-staging.cloudtalk.io\/wp-content\/uploads\/2021\/12\/infographics-graph-02.png 980w\" sizes=\"auto, (max-width: 627px) 100vw, 627px\" \/><\/figure><\/div>\n\n\n<h2 class=\"wp-block-heading has-black-color has-text-color\"><strong>Conclusioni<\/strong><\/h2>\n\n\n\n<p>There is<strong>\u00a0<\/strong><strong>no profitable business<\/strong>\u00a0without taking customer-perceived value into consideration. It is important to give people a\u00a0truly valuable product\u00a0that is\u00a0adequate for<strong> its price<\/strong>. If you do so, there should be no reason for your customers to turn their back on you.\u00a0<\/p>\n\n\n\n<p>But how to persuade them to choose you?\u00a0<strong>Re-frame their minds t<\/strong>o your advantage. Motivate them to purchase a version of a product that is\u00a0<strong>most profitable for them<\/strong>. For example, by communicating\u00a0a higher price in lower digits, people feel more positive about their purchase.\u00a0<\/p>\n\n\n\n<p>Proponi <strong>offerte limitate<\/strong> o indica qual \u00e8 il <strong>valore aggiunto<\/strong> che otterranno pagando un prezzo di poco pi\u00f9 alto. <strong>Dona<\/strong> parte dei tuoi guadagni ad associazioni di beneficenza. Usa le parole a tuo vantaggio, ma non mentire mai. Puoi anche proporre versioni di prova gratuite per dimostrare che il tuo prodotto \u00e8 la <strong>scelta migliore.<\/strong> <\/p>\n\n\n\n<p><strong>In CloudTalk, we also offer a free sneak-peak at our services.\u00a0<\/strong><\/p>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>The perception of value is as important as the value itself. That is why CPV is the core of any&#8230;<\/p>\n","protected":false},"author":31,"featured_media":86712,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[287],"tags":[],"class_list":["post-112807","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-customer-experience-it"],"acf":[],"_links":{"self":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/posts\/112807","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/users\/31"}],"replies":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/comments?post=112807"}],"version-history":[{"count":0,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/posts\/112807\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/media\/86712"}],"wp:attachment":[{"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/media?parent=112807"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/categories?post=112807"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/test-staging.cloudtalk.io\/it\/wp-json\/wp\/v2\/tags?post=112807"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}