In each of these scenarios, the marketing experts, communications experts or motivation experts are your resources of choice. Most of us, as somewhat intelligent customers, like to believe that we are getting the best bang for our buck with every investment we make. Just as your boss wants to see the ROI for every educational session, exhibit or marketing effort, your audience wants to what's in it for them. Value is rarely an issue of price. Rather, it's contingent on the total experience that your attendees and organization walk away with.
Intangibles are difficult to measure.
Nevertheless, unless your presenter can deliver the total package, you're going to let down your buyers. The key to establishing long-term value is taking certain attributes and bundling them into a final outcome. The NVP is applicable to any service or product. Notice that actual price has little to do with real value. In fact, cost is only a consideration when you fail to provide the buyer with the above ingredients , fail to position yourself as a resource or fail to win your buyers' trust.