Clear Value Proposition
Your value proposition is your deal closer.
Maybe you call it differentiation or competitive advantage. What it’s not, is a tagline, mission statement or articulation of what you do. It’s a precise articulation of why someone should buy from you. The challenge in developing a compelling value proposition for a business is that value is discovered not determined. It grows out of the needs of your customers and the value they derive from your product or service.
The Marketing Void
Many companies struggle to deliver measurable results through their marketing tactics. The reason is that they have not documented customer value or mapped the buying process of their customers. Therefore they create a series of tactics that are not aligned with the buying process and consequently do not deliver quantifiable business results. Marketing CoPilot fills the marketing void by following a proven methodology that closes the gap between what you do and what your customer perceives your value to be.
Principles for Developing a Value Proposition
- A value proposition is not determined: it is discovered. It grows out of the needs of your customers.
- Ask yourself: “Why should my ideal prospect (the group I intend to serve) buy from me instead of a competitor?”
- Compare your answer with the claims of your main competitors.
- Refine your value proposition until you can say it in a single, instantly credible sentence.
Guide for Discovering Your Value Proposition
- Differentiate your offer from the competition
- Determine where you excel from the competition or alternatives
- Explain why you are the best choice for your optimum customer
Ready to get started?
Sign up for a CoPilot Value Proposition Workshop.
| Tweet |