Lacking a universally accepted methodology fueling their creation, value propositions are expressed in all shapes and sizes. In this article, I have shared this method in particular because I think it is easy to understand, establish, and solidify.
Relevant Benefits
Beating Lower Priced Competitors
Until we understand what customers value, we have no way of presenting the value of our solutions or no way to create differentiated value. Until we determine what customers value, we have no context in which to create or build value.
How Being Really Bad Is Really Great for Business
Just think of any leading brand and you’ll quickly identify what they are really, really bad at doing. Why? Because it is usually the exact opposite of their biggest strength.
When Buyers Behave Irrationally
Being known for consistently high quality increases the desire buyers have for your offerings as well as the premium they’re willing to pay.
Customer Experience Lesson from a Superstar Athlete
Recognized as one of the greatest basketball players to ever play the game, Earvin “Magic” Johnson is also successful in business, perhaps even more so. He is known for guiding typical suburban businesses into urban America.
Unique, Differentiated, But Are You Relevant?
It’s critical that we differentiate our offerings and solutions from the alternatives the customer is considering. Marketing, product management, and sales all spend endless hours trying to figure out that differentiation, to create that edge. But too often we get it wrong.
The Wrong Hero
If you want your marketing messages to translate into sales at premium prices, tell stories in which customers and prospects can experience the joy of your offerings—even if they haven’t tried them yet.
In the Eyes of the Beholder
While price is a dollar amount, value is the relative worth or desirability of a thing (product, service, idea, opportunity, etc.) to the end user or beholder.
The Golden Rule in Selling
There is a golden rule in selling: “Spend more time with better prospects.” So, what are the characteristics of an ideal or “better” prospect? Below listed are 7.
Capitalize on the Uniqueness of Your Business
I really believe that every business is unique, and if you take a minute to think about it, it is not hard to find something that sets you apart. It is important to realize, however, that simply knowing what makes you different is not enough.
