Selling your Value Proposition

When you are in business you are not selling a product or a service you are selling a value proposition. People are looking to see the benefits and the value they will receive by doing business with you.

What is a value proposition? A value proposition is a promise of value to be delivered and acknowledged and a belief from the customer that value will be delivered and experienced. A value proposition can apply to an entire organisation, or parts thereof, or customer accounts, or products or services. Wikipedia

Your clients or customers will come to you based on your value proposition and they will decide then if they want to purchase as it suits or doesn’t suit their needs.

Based on your value proposition you are chosen or not chosen over your competitors! So how do you create and then sell your value proposition?

Creating your value proposition

This is a simple metric that equals your client or customers motivation.

In creating this value proposition your client or customer must perceive that they are receiving much more in value than the actual dollar they are spending.

It is now that your client or customer can decide if your value proposition equals their motivation to buy.

  • Position it on your website for people to see
  • Include it on your marketing materials
  • Have it as part of your sales conversation
  • Ensure that it is strong

A weak value proposition can kill off potential clients or customers, as they will not feel it meeting their needs or motivation to buy.

Any of my existing clients will have head me go on about “benefits” what are the benefits for someone doing business with you! A value proposition should illustrate this in a concise manner.

  • How your product/service gives a solution or improvement
  • How your product/service benefits
  • Why you and not your competitors
  • Can be easily understood in a few seconds

Make sure your value proposition is not a slogan or statement about your market position.

  1. Create a list of all the benefits that your product or service offers to your ideal clients
  2. Identify the value in these
  3. Be clear on your ideal client, what you offer and finally how you are different

Selling your value proposition

Once you have a brilliant value proposition it will almost sell its self. Your potential clients or customers will read it and know why they need to purchase from you.

Naturally if you need help creating this value proposition book in for a brainstorming session.

What are some of the best examples you have seen of a value proposition?

Tell me in the comments your value proposition!

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