Creating a Value Proposition

This information comes directly from http://futurecurve.com Visit their website for full details and great webinars.

These gals are totally LiquidSalesman Approved.

What is it?

The phrase value proposition is scattered around business language today yet its meaning has been watered-down into vague sales and marketing ideas. Generally we find that’s mostly used as another way of saying ‘benefits statement’ or a way of describing the offering.

From a technical perspective, a value proposition is ‘a clear, compelling and credible expression of the experience that a customer will receive from your value-creating offering’.  On the following pages, we’ll look at what this means in detail.

[Wiki says: A value proposition is an analysis and quantified review of the benefits, costs and value that an organization can deliver to customers and otherconstituent groups within and outside of the organization. It is also a positioning of value, where Value = Benefits / Cost (cost includes risk)]

Why it’s important

A strong value proposition will:

• Generate faster, more profitable sales

• Help you decide who to do business with – in other words, when and why to say no

• Uncover the hidden and non-obvious strategic insights of clients and prospects

• Give you clarity as to what your organisation is actually going to do for clients

• Qualify opportunities fast giving huge cost savings on cost of sale and quickly qualifying out non-compliant organisations and opportunities

For example, EDS says its average cost of pursuing sales opportunities is $480,000. Applying a value proposition can reap huge benefits.

• Enables supplier alignment – helping purchasers to weed out suppliers who don’t align with them strategically

That’s all – no more freebies. Gotta check out this hit squad for yourself. Congrats ladies.

I personally signed up for their newsletter and downloaded this excellent PDF and spent the morning watching their video and taking copious notes.

Errol Chung

The LiquidSalesman.