It's The Experience

Recall the ways you have spent money recently. From tickets to a concert to a new washing machine to a budget dinner for two. What's the memory? 'How much money' it cost or a 'great experience'. A great experience (the guy at the hardware shop was so helpful in the decision of which mower to choose; the band simply couldn't have played longer or harder that night) distracts from the price (sure it's not a cheap place to eat but it's just got a fantastic ambiance). Because if people are going to choose on price (the easy option, the quick option) then that may destroy what you are trying to do before your reputation builds. What is the experience? It's the sum total of every transaction from initial encounter to final delivery and possible on-going support. What do people experience when they buy your solution, deal with your team? Oh, and liaise with you?