Consumers searching for products or services on the internet are inundated with options. Most people will keep clicking through search results until they either find a website that grabs their attention, or they are in a stupor caused by decision fatigue. Don’t be the site they skip over. Make sure your website stands out among […]
Value Proposition
6 Steps for Boosting Your Conversion Rate
Did you ever do fundraisers as a child? Maybe it was for your football or softball team or maybe for a class trip you were going on. Either way – most of us are familiar with the various fundraisers children usually do, such as going door to door selling chocolate bars or selling tin cans […]
Every New Business Needs a Unique Selling Proposition
Every startup and every new business needs a unique selling proposition (USP) to get people’s attention these days, and make it stand out in the information overload we all see. Your concept has to be understood by customers and investors in 30 seconds or less, and everyone needs to immediately see how awesome it would […]
Turning Support into a Strategic Resource for Your Business
In traditional business, customer support teams focus solely on satisfying the customer. They enable a pain-free, enjoyable customer experience while sales and marketing teams drive home revenue and create new customers. Right? Not so fast. Modern businesses are starting to understand that support teams can be an incredibly powerful (and reliable) revenue channel, too. Happy […]
Giving the Customer More Than They Paid For
We’ve long had the idea that a value proposition has to do with “exceeding customer expectations” or “giving the customer more than they paid for.” I’ve held that position but am questioning it. Instead, perhaps the real value proposition is giving the customer exactly what they want/need at a price they are willing to pay […]
Value Proposition, Positioning Statement, Elevator Pitch: Know the Difference
When you’re trying to sell something, you want to have answers ready for any question that may come up. It’s an impossible—but good—goal to have because if you take it seriously, it forces you to understand what you are selling and who you are selling to. Further, whether you’re selling a new client on your […]
Throw Away Your Value Proposition, It’s Meaningless!
Hold onto your outbursts of, “Dave, you’ve lost it!” Also, recognize that I may be playing a few word games—but with a purpose.
Understand Your Business: Value Proposition 101
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.
When Profits Collapse, Don’t Turn to Discounting
I’ve been in the business world for over 40 years and I’ve lost count of the number of times that discounting has exacerbated a sales decline it was intended to avert. Conversely, I’ve seen sale declines turn around with amazing alacrity through more focused, value-oriented marketing messages.
Small Business Marketing: Tips from Peter Drucker
One of the most important things to remember about marketing strategy is that marketing and sales are two different things. Always remember, the best marketing tips for small businesses will fail unless you put yourself in your customers’ shoes.
