Do You Have A Compelling Value Proposition?

How compelling is YOUR value proposition?

 

 

Start with determining what your customers want to achieve. What specific outcome sounds like success?  Talk to them, define it well, and state it plainly—that’ll be music to their ears.

 

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A compelling value proposition has a number of responsibilities.  Telling your customers to “just do it” isn’t one of them.

 

 

Here are 4 tips from Help Scout to help you to “Sell Like You Mean It”

1.  Relatable results

  • Remind customers of their current headaches and explain how their situation will improve.
  • Show how other customers have found success with your product and show a clear before and after—one that feels attainable and speaks to the outcome they want.

2.  Clear-cut benefits

  • Getting specific means leaving little to the imagination.

3.  Define real value

  • Value is what the customer gets, and in order to state that well you must understand why customers are using your product.

4.  Place priority on your point of difference

  • Which is the reason why your solution is better than the competition’s in some notable way.
  • What can YOUR solution do that the others can’t?

 

Getting your point across requires catching and keeping a customer’s attention. “Where am I? What is this?” is the starting point of every new visitor who hits your site. Details matter. Customers will scroll, but the only guarantee you have are the items up top, doing all the heavy lifting.  Don’t stress over silver-bullets, but make each piece of the puzzle count.

 

“In marketing, “motivation” is often said to be equal to the perceived benefits minus the perceived costs”……says  Gregory Ciotti, Help Scout

 

You first write copy around the desires and outcomes you expect to hear; you revise it around the desires and outcomes you actually hear. You want potential customers to say, “It’s like you read my mind!”  There’s no skipping this step, so talk to your customers and pay close attention to their feedback.

 

When projecting value you need to keep in mind these timeless approaches:

  • Customer testimonials
  • People like hearing from other people who have made the switch.
  • The problems are relatable and the outcomes feel real.
  • Assurance
  • Assurances are about seeing a feasible out.
  • In essence, you’re saying, “Even if it all goes wrong, here’s how you’ll be set right.” Whether that means, “Fall in love with it or send it back in 30 days, no charge!” or “With a 30-day free trial, there’s no risk,” stick to showing that they will walk away taken care of.
  • Social proof
  • Look at the companies your customers most relate to and those they most admire.
  • Outcome is the name of the game—who would your customers love to emulate?

 

Without a compelling value proposition, those who might benefit most will walk right on by.  One of the best ways to demonstrate value is to know better than anyone else what life is like before and after your product. You must convince customers that the outcome is true and well worth the effort.

 

Price is what you pay and value is what you get.

 

Communicating value means clearly defining why they should buy.

 

If you enjoyed this post and found TONS OF VALUE, please take a moment and share…..Thank You!

 

Sharing is Caring!

 

To Your Success,
Joan Harrington

 

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0 thoughts on “Do You Have A Compelling Value Proposition?

  1. Thanks Joan. I’m just starting to compile information for my first e-book. This will be added to the mix! I always enjoy your posts and find them helpful.
    Kimberly
    FiftyJewels.com

    • Appreciate your kind words and awesome comment Kimberly! Thanks so much 🙂 Glad this will help you with your very first e-book, sounds very exciting! Best of luck to you my friend 🙂

  2. Joan,
    And to further your thoughts here–many time, your best readers actually seem to WANT you to help them decide what to buy! That’s pretty cool.

  3. Hi Joan,

    Great advice you have given here. We have to know the value of the product, believe in it, share our results to “ease the pain” so to speak. Social recognition helps to stand out of the crowd.

    But most of all I like “What your solution can do that others can’t” That sure does help clinch the deal sometimes.

    Have a great week,

    -Donna

  4. Excellent advice. Thank heavens I’ve been in business long enough to have a steady stream of repeat clients and a flow of referrals. However, it doesn’t mean I am not constantly re-inventing myself and better defining my value proposition.

  5. In a world where so many people offer things for “free” or for a small price, it is worth the time and effort to create your unique value proposition for your perspective clients. There are so many choices in this noisy online world, that how you relate to people and your desire to create real relationships, is what I believe is so key these days to having others want to work with you. Great post as always and much to think about and take action on for us all, regardless of the product or service we offer others. Thanks for another wonderful post, Joan!

    • Appreciate your feedback Beverley! Thanks so much 🙂 There are tons of choices in this “noisy” online world and having a way for you to stand out above all of that is so important 🙂

  6. Always enjoy your bite size knowledge and think about how it applies to my products. Very few people write about ecommerce- It was easier to sell when at live shows, so our copy and visuals have to replace the trying on.

  7. Wow. Great article, Joan. You are spot on with your feedback with everything. What you’ve outlined is important to create the know, like, and trust factor. All important elements. Thanks

  8. Hi Joan,

    You’ve got a lot of great tips here. I think I like your assuarance one the best. People love to try products, and are more willing to do so when they know there’s no risk. That gives them confidence in purchasing… as well as offering products that you’ve tried, and used successfully yourself. That’s a win-win.

  9. Great post!

    Social proof is so powerful!

    I just take screen caps of people who have left me positive comments on how my content has helped them and it leads to more sales and conversions when I use that proof in my email follow ups

    Dr. Lisa

  10. Love the emphasis on value proposition, Joan. Once you identify what makes your service / product unique, it’s much easier to identify prospective clients / customers that you’d like to work with. Sounds straight forward and simple enough.But, of course, the devil is in the details and you’ve got some helpful tips to move us forward in carving out a path to success. Thanks for the post!

  11. Each client is special with unique concerns, offering a value proposition entails listening closely to your audience needs and providing a custom-made solution. People want to be heard, above all, and as a business owner, you must be trustworthy, intelligent, and helpful in a meaningful way. This will make your offering stand out. Still working on building a following that cares about my business, so I can best define how my coaching can help Newbie Entrepreneurs! Circle of Life?!!

    • Hi Renee,
      Yes, as a business owner you definately want to be trustworthy, intelligent and helpful and that will help you to stand out bigtme! Let me know if you need any help with figuring out your coaching info…..would be happy to help 🙂 Thanks for your awesome comment!!!

  12. Great blog Joan! I think defining real value is very important. Customers aren’t interested in the hard sale, in fact for most, it’s a huge turn off. They want to be pointed to clear and concise benefits in the buying decision process. Trying to sell what you do will not get the click, so thank you for reinforcing these great tips for a compelling value proposition. 🙂

  13. I really liked the sentence where the reader says ‘It’s like you read my mind’.

    Testimonials and social proof are good to display in an offer and as you say being detailed, because
    communicating value definitely means being specific!
    And adding your personal thoughts / experiences to the mix adds personal credibility for the product.

    Great Value post Joan 🙂

    Jacs

  14. I like the tip that highlights relating to the customer. If customers can’t see the value or how the service fits them they are less likely to buy. A nice reminder that customers don’t want to feel like they ate being sold something. We must make a connection with them. Great blog!

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