Finding the Elusive “Killer” Value Proposition

Build a better mousetrap, and the world will beat a path to your door. - Henry David Thoreau.

Build a better mousetrap, and the world will beat a path to your door.

- Henry David Thoreau.

People have referred to me as…

What is Value?

Is This Value?

Or This?

What IS a Value Proposition? A clear statement of how your product or service: 1. Solves a customer’s business problem 2. Delivers some business benefit, or 3. Improves their situation … presented in a simple, compelling way that moves a prospective customer to take action, engage in further discussions or buying activity with you.

A clear statement of how your product or service:

1. Solves a customer’s business problem 2. Delivers some business benefit, or 3. Improves their situation

… presented in a simple, compelling way that moves a prospective customer to take action, engage in further discussions or buying activity with you.

A long list of features Techno-latin Acronyms Corporate babble A tagline What it ISN’T

A long list of features

Techno-latin

Acronyms

Corporate babble

A tagline

Why do you need one? What will a KVP do for you? How do you know you DON’T have one? What question does a KVP answer? KVP Questions

Why do you need one?

What will a KVP do for you?

How do you know you DON’T have one?

What question does a KVP answer?

For the Numbers People In The Room… 10 30,000 1 Ex: Huthwaite

10

Short, Specific, Relevant In the customer’s language Hits the head AND the heart Passes the ‘Seat of the Pants’ Test What makes it “Killer?”

Short, Specific, Relevant

In the customer’s language

Hits the head AND the heart

Passes the ‘Seat of the Pants’ Test

Examples

GEICO One call can save you 15% on your car insurance

One call can save you 15% on your car insurance

Domino’s Pizza Fresh, hot pizza in 30 minutes – or your money back.

Fresh, hot pizza in 30 minutes – or your money back.

Wal-Mart Low prices, every day.

Low prices, every day.

ADP The magic of story

The magic of story

Some BAD ones We provide world-class, best-of-breed solutions that maximize profits, ROI and yield on technology investments for maximum competitive advantage. We are the global leader in delivering productivity solutions which drive operational throughput, competitive advantage, and ROI from all enterprise activities via cross-functional communications.

We provide world-class, best-of-breed solutions that maximize profits, ROI and yield on technology investments for maximum competitive advantage.

We are the global leader in delivering productivity solutions which drive operational throughput, competitive advantage, and ROI from all enterprise activities via cross-functional communications.

Help Building Your Killer Value Proposition Upcoming Webinars Upcoming Teleclass KVP Toolkit – www.killervalueproposition.com

Upcoming Webinars

Upcoming Teleclass

KVP Toolkit – www.killervalueproposition.com

Questions & Answers Type your question in the box on the right hand side of your computer screen.

Type your question in the box on the right hand side of your computer screen.

Contact: Steve Rankel, Product180.com Email: [email_address] Sign up for webinars: www.aipmm.com/events For slides: e-mail us @ media@aipmm.com For audio: www.aipmm.com/audio