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Creating a Winning Value Proposition

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Oct 13, 2010 08:58 EDT

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www.SellingtoBigCompanies.com/vp

Winning Value Propositions
By Jill Konrath
Selling to Big Companies

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.

Value Proposition Generator
To craft a strong, customer-enticing value proposition, make sure you include all these elements:
 
  1. Business Drivers
Determine the primary business reasons that customers would use your offering. This is what decision makers really care about.

lead conversion rate
compliance
collections
downtime/uptime
cost of goods sold
operating costs
labor costs
productivity
share of customer
time to profitability
waste
turnaround time
customer retention
profit margins
market share
time to market
lifetime customer value
sales velocity
inventory turns
employee turnover
 
  1. Movement
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
accelerate
reduce
enhance
squeeze
strengthen
improve
grow
balance
free up
eliminate
minimize
revitalize
shrink
maximize
 
  1. Metrics
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 their average order size by 25%.
  • Document Management: We help distributors reduce their order-to-cash processing costs by an average of 67.2% at the same time they increase customer satisfaction.
  • Sales Training: We help companies crack into big accounts and shorten sales cycles.
(Click on the link above to visit the site and downlaod the whole report)

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Creating a Winning Value Proposition

Relevant Subject and Topic
Presentation Skills, Writing Skills, Mission, Advisors and Mentors, Brand Management, Marketing Materials, Advertising, Sales Techniques, Communications, Business & Vocational, View more...

Types
Article
Tutorial

Features
Informative, Educational, Competitive, Tool to Use, Text

Format
Document
Website

Copyright Owner
Jill Konrath
SellingToBigCompanies.com

Most Suitable For Use By
Instructors
Entrepreneurs

Age Appropriateness
Adult(19+)
Youth(12-18)

Grade Appropriateness
High School, Postsecondary, Graduate, Adult General, Professional

Geographic Suitability
All or Non-Specific

Language
English

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