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Creating Compelling Customer Value Propositions
Creating Compelling Customer Value Propositions
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WHY IS YOUR VALUE PROPOSITION SO IMPORTANT?
In simple terms, a ‘value proposition’ is the sum total of the benefits that customers receive when they purchase a specific product or service from your business.Your product or service value proposition is a powerful statement designed to capture the mind and the heart of your customers by demonstrating a relevant advantage in purchasing from you. It is usually articulated as part of your branding, in advertising or sales literature, as a tag line appearing on product packaging, or is communicated directly when speaking with your customers.
Getting the value proposition right for what your business sells is important, because it provides the basis for your business relationship with your customers; that is, it answers the question foremost in every potential customer’s mind: Why should I buy from you?
Does Your Value Proposition Communicate Effectively?
As a business owner, you are passionate about what you do. You love each of your products and services, know them to be much better than those of your competitors, and understandably want to tell as many people as possible about them – how your bread is fresher, how your clothes are more fashionable, how your software has more functions, or how your doohickie has more whatyamacallits!
The problem is that when you use this style of language to talk about your products, the core message you are communicating is centred on your view of your products, which may not reflect your customer’s purchase motivations.
When talking about your products and services in this manner, your message often sounds to customers as “this is what I sell, and I am running through a long list of the reasons why I think you should buy it.”What your customers want to hear, however, is a clear statement that demonstrates that you understand their situation – that you recognise the problem they wish to solve, or the outcome they wish to achieve – followed by a specific offer or explanation as to how you are going to help them address their situation.Ideally, the value proposition will not only explain how owning your product or using your service will allow the customer to achieve a desired outcome; it will also explain how it is that your business is uniquely positioned to create that outcome.Creating Compelling Customer Value Propositions The most important guiding principle for creating a compelling, customer-focussed value proposition is this: the value proposition should focus on customer needs, not on product or service features.To put it another way, do not simply explain the products and services you sell, or embellish their features. Instead, detail the benefits to the customer of owning your products or retaining your services.
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Dear Readers:
We are dedicated to providing our customers with cutting edge information with the latest and most popular ebooks & hot topics at very affordable prices. Our mission is to create positive change in your life. We carry hundreds of unique titles including "Literary Classics" under many categories for your convenience. Please click on the name "Jessie Robert" at the top of the page, next to the title, or write "Jessie Robert" at the search box and you will be taken to our main page in Amazon, where you will be able to check all the interesting, unique and informative titles that we carry at Amazon Kindle.
In simple terms, a ‘value proposition’ is the sum total of the benefits that customers receive when they purchase a specific product or service from your business.Your product or service value proposition is a powerful statement designed to capture the mind and the heart of your customers by demonstrating a relevant advantage in purchasing from you. It is usually articulated as part of your branding, in advertising or sales literature, as a tag line appearing on product packaging, or is communicated directly when speaking with your customers.
Getting the value proposition right for what your business sells is important, because it provides the basis for your business relationship with your customers; that is, it answers the question foremost in every potential customer’s mind: Why should I buy from you?
Does Your Value Proposition Communicate Effectively?
As a business owner, you are passionate about what you do. You love each of your products and services, know them to be much better than those of your competitors, and understandably want to tell as many people as possible about them – how your bread is fresher, how your clothes are more fashionable, how your software has more functions, or how your doohickie has more whatyamacallits!
The problem is that when you use this style of language to talk about your products, the core message you are communicating is centred on your view of your products, which may not reflect your customer’s purchase motivations.
When talking about your products and services in this manner, your message often sounds to customers as “this is what I sell, and I am running through a long list of the reasons why I think you should buy it.”What your customers want to hear, however, is a clear statement that demonstrates that you understand their situation – that you recognise the problem they wish to solve, or the outcome they wish to achieve – followed by a specific offer or explanation as to how you are going to help them address their situation.Ideally, the value proposition will not only explain how owning your product or using your service will allow the customer to achieve a desired outcome; it will also explain how it is that your business is uniquely positioned to create that outcome.Creating Compelling Customer Value Propositions The most important guiding principle for creating a compelling, customer-focussed value proposition is this: the value proposition should focus on customer needs, not on product or service features.To put it another way, do not simply explain the products and services you sell, or embellish their features. Instead, detail the benefits to the customer of owning your products or retaining your services.
------------------------------------------------------------------------------
Dear Readers:
We are dedicated to providing our customers with cutting edge information with the latest and most popular ebooks & hot topics at very affordable prices. Our mission is to create positive change in your life. We carry hundreds of unique titles including "Literary Classics" under many categories for your convenience. Please click on the name "Jessie Robert" at the top of the page, next to the title, or write "Jessie Robert" at the search box and you will be taken to our main page in Amazon, where you will be able to check all the interesting, unique and informative titles that we carry at Amazon Kindle.
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