How to write powerful value propositions
Published May 14, 2013 by Gillian Hunter
Customer value propositions. Today, no business can get away with not having and using a value proposition. If you have a website - or business profile on the internet - you will be forced to state what your value proposition is. The good news is that they're fun to do. And, when you get them right, they're incredibly powerful. Here's a quick guide on how to craft your own value propositions.
So, what is a value proposition? In brief, a customer value proposition is a statement that sets out what you do as a business - covering the elements that are critical to your customers. The aim is to set you apart from competitors in the customer's mind - so that they choose your offer over that of a competitors.
Why do you need a value proposition? in brief, it helps ...
- Your customers and prospects understand what you do
- Your employees to be on the same page
- To create a competitive differentiator
- Find more customers
- Win more business
- Retain customers for longer
- Stakeholders to understand how they can add value
- Build a foundation for profitable business ...
How to craft highly effective value propositions:
1. Keep your value proposition brief
2. Outline your business 'big picture':
- Who your market is - the people (segment) you're targeting
- Describe their needs, wants or challenges
- When they have the need or challenge - the context
- What your product / service does for them - the benefits
- The uniqueness of your offering
- Why your offer is better than the competition's offer
Here's a helpful template to craft your value proposition >
For .... (market), who want to .... (achieve / solve) when .... (context), our ..... (service / product / solution) will help them to .... (what it will do for them). This is unique because .... (why your offer is different) Choose us over ..... (competition) because ..... (unique differentiator)
3. Use to create a value statement and even shorter 'elevator pitch'
4. Create multiple value propositions:
- for every segment, product, service, brand and offer - one size does not fit all
5. Tailor each value proposition to your business and to your audience
6. Share and share again with your market - both internal and external
- tell your employees, investors, customers, supply chain ...
- adapt your message to each audience
- inspire them to spread the message
7. Check your business operations and deliverables align with your value propositions, so that what you say and what you do has credibility.
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