Create a Business Value Proposition
Newsletter Archive
California Business Resource
Copyright © 2009 by CaliforniaBusinessResource.com · All Rights reserved · E-Mail: kathekline@ofdenterprises.com
The key to survival and growth for any business is to keep the existing customers happy and to rope in the new ones. To win customers is not an easy process. You may have a strong product or service as compared to your competitor but if your business value proposition is not good enough, you have already lost half the battle. What is important for your perspective customer and what can be the driving force for the prospect to turn him or her into a permanent client decides the course of action. Now that is where the challenge lies.
The best way to get new customers is to show them the value of your proposition in the first very few minutes. The idea is to make them hear what you have to say and that can be done only with a strong value proposition. Here is how to create a business value proposition that stands apart from the crowd:
Ask your customers
The real value of your business proposition can be determined by obtaining detailed information from your existing customer base. Ask them about the positives of your product and your services. Conduct in-depth interviews with customers to play on your best points and do detailed surveys to get hold of the pulse of the market. This information serves as the foundation for developing a strong business value proposition.
Be explicit
Everyone uses the same lines so what is so exceptional about your product? It is tiring for the prospective customers to hear same things again and again, so innovate. Be more explicit and use tangible data to instantiate the business benefits they will get by using your products or services. You should have facts and figures laid down accurately in front of you as to how much sales have gone up for a new customer on using your product or how cost effective are your measures or how much time do they save and what potential savings can happen. Put specific numbers and not the vague estimates to prove your credibility.
Specific impact
It is very important to explain to a customer the specific impact your product or service will have on their business. They will buy what you have to offer only when they will find it easier to relate it to their business. No one has time to go through the turmoil of evaluating every new product introduced by a sales call. Be more targeted and show them you care. Put in some extra effort to explain the scenarios specific to their business.
Basic elements
You have to point out to the buyer what your product does the best, what can be its various uses and how easy it is to incorporate. You must put stress on why should a prospective customer go for your product instead of the competitor’s? The idea is to highlight what you have and what your competitor fails to offer without condemning the latter. You should also point out what better it can do for prospect’s brand value.
Use extensive marketing techniques to propagate your value proposition and let it reach as far as possible. With a strong proposition for your business and above the edge marketing strategy in place, you are sure to have loads of additions to an already existing strong customer base. Go through these ideas on how to create a business value proposition, find the gaps and fill them uniquely; within no time you will find yourself standing way above your competitors.
Katherine Kline is Vice President of OFD Enterprises. She can be reached by emailing kathekline@OFDEnterprises.com or by calling 866-445-6683.
The best way to get new customers is to show them the value of your proposition in the first very few minutes. The idea is to make them hear what you have to say and that can be done only with a strong value proposition. Here is how to create a business value proposition that stands apart from the crowd:
Ask your customers
The real value of your business proposition can be determined by obtaining detailed information from your existing customer base. Ask them about the positives of your product and your services. Conduct in-depth interviews with customers to play on your best points and do detailed surveys to get hold of the pulse of the market. This information serves as the foundation for developing a strong business value proposition.
Be explicit
Everyone uses the same lines so what is so exceptional about your product? It is tiring for the prospective customers to hear same things again and again, so innovate. Be more explicit and use tangible data to instantiate the business benefits they will get by using your products or services. You should have facts and figures laid down accurately in front of you as to how much sales have gone up for a new customer on using your product or how cost effective are your measures or how much time do they save and what potential savings can happen. Put specific numbers and not the vague estimates to prove your credibility.
Specific impact
It is very important to explain to a customer the specific impact your product or service will have on their business. They will buy what you have to offer only when they will find it easier to relate it to their business. No one has time to go through the turmoil of evaluating every new product introduced by a sales call. Be more targeted and show them you care. Put in some extra effort to explain the scenarios specific to their business.
Basic elements
You have to point out to the buyer what your product does the best, what can be its various uses and how easy it is to incorporate. You must put stress on why should a prospective customer go for your product instead of the competitor’s? The idea is to highlight what you have and what your competitor fails to offer without condemning the latter. You should also point out what better it can do for prospect’s brand value.
Use extensive marketing techniques to propagate your value proposition and let it reach as far as possible. With a strong proposition for your business and above the edge marketing strategy in place, you are sure to have loads of additions to an already existing strong customer base. Go through these ideas on how to create a business value proposition, find the gaps and fill them uniquely; within no time you will find yourself standing way above your competitors.
Katherine Kline is Vice President of OFD Enterprises. She can be reached by emailing kathekline@OFDEnterprises.com or by calling 866-445-6683.
 |
 |
 |
 |
 |
 |
 |
 |
General Business Information
