The Importance of A Value Proposition Statement for your Business and How to Write One by Adam Robinson

I found this article and thought that it was something that was needed by each and every sales pro.  I especially liked the examples of strong Value Propositions.  Take time to read the page and one half article and then sit down and write or rewrite your Customer Value Proposition.

- Mel

Let’s start by making sure we are all on the same page: A strong value proposition statement speaks directly to your target audience and it tells them exactly why they should purchase your products and services. A value proposition is Clear statement of concrete results that a customer will get from purchasing or using your product.

A value proposition statement is a short statement that tells your prospect why they should buy from your company. It is focused on outcomes. Your value proposition statement details of the value you provide into an easy-to-remember synopsis that your client can easily grasp and remember. This helps spread word-of-mouth marketing and it differentiates you from the competition. Keep in mind that your value proposition should identify and remedy an unmet need that your customers face. It should relieve their pain.

Regardless of the size of your business or the type of industry you are in, your company should have a value proposition statement. To help you, here are some guidelines to follow in creating one for your business. A strong value proposition does the following:

Creates interest, so that your prospects ask questions and want to learn more. Your value proposition opens the door so that someone might be willing to meet with you instead of blowing you off when you call or mail them for the first time
Differentiates your offer from your competitors’ offers and creates a strong differential between you and your competitors. You never want to be a “me-too” company.
Increases the quantity and quality of your sales leads and makes conversion to a customer much easier
Wins your business greater market share in your targeted segments
Aligns your business operations more closely to customer needs
Focuses on your customers’ point of view.
Include demonstrated results that will catch the attention of decision-makers–results like increased revenues, decreased costs, and improved operational efficiency, and

Examples of Strong Value Propositions

Hub spot: B2B companies recognized a 61% lower cost per lead and increased their organic traffic and lead conversions by an average magnitude of six-fold in 6 months.
Sales Trainer: I help salespeople crack into corporate accounts, speed up their sales cycle and win big contracts. Example: one of my recent clients won a verbal commitment for $5M in business in just 90 days.
Internet Marketing Company: Our products help people leverage the internet to triple their market reach and cut marketing costs in half when launching new products.
Business Consultant: Our clients grow their business typically by a minimum of 30-50% over the year while cutting costs by 35%.

How Do I Write My Value Proposition Statement?

Crafting a value proposition requires insight on what is unique about your company and your products/services. Your existing customers are your best resource to learn the value you offer. Your goal is to learn how your customers define value – not you. Call or visit some of your customers who started to use your product or service in the past 6 to 12 months.  They will know what it was like BEFORE they started working with your company so they can most readily tell you the value of your offering. Tell them you need help understanding the real value of your offering and that you’d like a chance to learn their perspective. Most people will be more than happy to oblige