Crazy busy decision makers don't care about what you're selling. They only care about what it does for them. That's why a value propositions is so important today. It's a clear statement about the tangible business results customers get from using your product, service or solution. Use your value proposition in your phone calls, emails, voicemails and presentations to help customers understand why it's worth their time to meet with you.
Enticing Value Propositions
By Jill Konrath, author of Selling to Big Companies
Crazy busy decision makers don't care about what you're selling. They only care about what it doesfor them. That's why a value propositions is so important today. It's a clear statement about thetangible business results customers get from using your product, service or solution.
Use your value proposition in your phone calls, emails, voicemails and presentations to help customersunderstand why it's worth their time to meet with you.
Value Proposition GeneratorTo craft a strong, customer-enticing value proposition, make sure you include all these elements.
Business Drivers ? ? ? ? ?1 Determine the primary business reasons that customers would use your offering. This is whatdecision makers really care about. lead conversion rate compliance collections downtime/uptimecost of goods sold operating costs labor costs productivityshare of customer time to profitability waste turnaround timecustomer retention profit margins market share time to marketlifetime customer value sales velocity inventory turns employee turnover
Movement ? ? ? ? ?2 Customers won't change unless your offering is significantly better for them than their status quo.A strong value proposition always includes movement. increase cut improve save free up revitalizeaccelerate reduce enhance squeeze eliminate shrinkstrengthen improve grow balance minimize maximize
Metrics ? ? ? ? ?3 Adding metrics makes your value proposition even stronger and more believable. Don't roundyour numbers either. They're more believable that way.Time frame Dollar amount Percentages
Sample Value Propositions
? Web Marketing: We help retailers increase their online sales conversion rates up to 58% and theiraverage order size by 25%.
? Document Management: We help distributors reduce their order-to-cash processing costs by anaverage of 67.2% at the same time they increase customer satisfaction.
? Sales Training: We help companies crack into big accounts and shorten sales cycles. One of ourrecent clients had an 87% success rate in getting into the largest companies in the US.
To learn more, get your FREE copy of Developing Strong Value Propositionswww.SellingtoBigCompanies.com/vp... [download for more]
