Jul 9

“Mr Customer I do this (you’re looking for it) and that benefits you this way (which is where you want to be)…”

It’s important when developing your business proposition that it be clear and concise. It’s best to start by focusing on what the needs are of your target group and what they all have in common.

  • What do they all want that your business to do or provide?
  • Esoterically what is the most important to them?
  • What is it about the development of your proposition that will change things for them for the foreseeable future?

Once you’ve found the common denominating need you can determine what it is that they are in search of and develop your value proposition around that need. Keep in mind that your the purpose of your proposition is to identify and satisfy an unmet need that your target market possesses.

The answer to that question is easy. Your value proposition can equip you with the following benefits to your business:

  • Create a strong differential between you and your competitors
  • Increase not only the quantity but the quality of prospective leads
  • Gain market share in your targeted customers
  • Acquire enhancing tools that will help you close more business
  • Improve your operation efficiency

You can get started developing your proposition. Just remember that an effective proposition describes what you do in terms of tangible business results:

“Mr Customer I do this (you’re looking for it) and that benefits you this way (which is where you want to be)…”

It draws interest and shares a success story within a few words. Here is an example of one of the best value proposition that belongs to a sales consultant:

Our clients grow their business typically by a minimum of 30-50% over the previous year. They accomplish this without working 80 hour weeks and sacrificing their personal lives.

Now, that proposition has power and gets the required attention.

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