Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

How to Build Your Value Proposition

2,546 views

Published on

Building your value proposition can often be tricky. We provide a systematic approach that will help you easily identify the value you offer and how best to communicate that to prospects.

Published in: Marketing, Business, Technology
  • Be the first to comment

How to Build Your Value Proposition

  1. 1. How to Build Your Value Proposition Michael Halper Founder and CEO SalesScripter, LLC
  2. 2. Traditional Messaging
  3. 3. Traditional Messaging
  4. 4. Traditional Messaging
  5. 5. Traditional Messaging
  6. 6. What is wrong with this picture? • • • • • • We are all a little self-serving and this caters more to our interests than the prosepct’s A prospect might not care yet about your company and all the great things it has going on A prospecting might not really understand what your product/service is and does This does not build interest, curiosity, and intrigue It does not tell the prospect how you can help them This can trigger guardedness – “Uh oh, sales person trying to sell something”
  7. 7. Why do we do this? • • • • • • • Benefits Features Functionality Product Company What we say when talking with prospects Very inward focused – me, my product, my company • • • • • Introductions Cold calls Emails Networking Company website Social media Presentations Foundation of knowledge Focus of training Wealth of experience Where we have interest What leads to us getting paid
  8. 8. An Alternative Approach • • • • • • • Prospect Focused Credibility Interest Objections Qualify Pain Value What we say when talking with prospects Introductions Cold calls Emails Networking Company website Social media Presentations • • • Get outside your comfort zone Identify how you help Focus on the problems that you solve
  9. 9. Value
  10. 10. What is Value • It is not your product, it is what your product helps your clients to do or to achieve • Some examples of delivering value: – – – – – – Improving processes Helping to save time Helping to save money Helping to make money Providing valuable information Making someone’s day easier
  11. 11. Three Levels of Value Personal Value • • • Income Career Workload Increased bonuses, commissions Recognition and promotions Decreased/increased workload Business Value • • • Revenue Costs Services Improve revenue / market share / close rate Decrease cost of goods sold / labor cost Improve delivery of services Technical Value • • • Processes Systems People Automation of manual processes Improve performance Decrease time to perform work Improve reliability
  12. 12. Identifying Your Value Step 1: Identify a product / service, or feature Product / Service or Feature Auto inventory replenishment Function Technical Value Business Value Personal Value
  13. 13. Identifying Your Value Step 2: Identify what your product does Product / Service or Feature Auto inventory replenishment Function Automatically submits orders to vendors based on inventory levels Technical Value Business Value Personal Value
  14. 14. Identifying Your Value Step 3: Identify how that helps from a technical perspective Product / Service or Feature Auto inventory replenishment Function Technical Value Automatically submits orders to vendors based on inventory levels Decreases time spent ordering Business Value Personal Value
  15. 15. Identifying Your Value Step 4: Identify how that helps from a business perspective Product / Service or Feature Auto inventory replenishment Function Technical Value Automatically submits orders to vendors based on inventory levels Decreases time spent ordering Business Value Decreases staff and labor costs Personal Value
  16. 16. Identifying Your Value Step 5: Identify how that helps from a personal perspective Product / Service or Feature Auto inventory replenishment Function Technical Value Automatically submits orders to vendors based on inventory levels Decreases time spent ordering Business Value Decreases staff and labor costs Personal Value Improves work life balance
  17. 17. Identifying Your Value Step 6: Repeat for additional products Product / Service or Feature Function Technical Value Business Value Personal Value Auto inventory replenishment Automatically submits orders to vendors based on inventory levels Decreases time spent ordering Decreases staff and labor costs Improves work life balance Predictive demand forecasting Predicts inventory needed based on historical data Increases ordering accuracy Decreases inventory costs Improves end of year bonus Management dashboard Provides visibility across inventory and orders Decreases time gathering information Improves decision making and bottom line results Improves promotion options
  18. 18. Identifying Your Value Step 7: Summarize to arrive at your core value Product / Service or Feature Function Technical Value Business Value Personal Value Auto inventory replenishment Automatically submits orders to vendors based on inventory levels Decreases time spent ordering Decreases staff and labor costs Improves work life balance Predictive demand forecasting Predicts inventory needed based on historical data Increases ordering accuracy Decreases inventory costs Improves end of year bonus Management dashboard Provides visibility across inventory and orders Decreases time gathering information Improves decision making and bottom line results Improves promotion options Inventory management software Manages inventory levels and orders Improves the ability to manage inventory Decreases inventory and labor cost Improves compensation potential
  19. 19. Creating a Value Statement Short and Sweet Template We help businesses to [insert technical, business, or personal value]. We help businesses to improve their ability to effectively manage their inventory levels. We help businesses to decrease cost of goods sold and administrative time.
  20. 20. Creating a Value Statement Connect Technical Value with Business Value Template We help businesses to [technical value] and this often leads to [business value]. We help businesses to improve their ability to effectively manage their inventory levels and this often leads to a decrease in cost of goods sold as well as administrative time.
  21. 21. Creating a Value Statement Connect Business Value with Technical Value Template We help businesses to [business value] and do this by [technical value]. We help businesses to decrease in cost of goods sold as well as administrative time and do this by improving their ability to effectively manage their inventory levels.
  22. 22. Creating a Value Statement Connect the Product with Value Template We provide [insert product] and this helps businesses to [insert technical or business value]. We provide inventory management software and this helps businesses to improve their ability to effectively manage inventory levels. We provide inventory management software and this helps businesses to decrease their cost of goods sold and decrease administrative time.
  23. 23. Messaging Workflow Product Value Pain Qualify Objections
  24. 24. SalesScripter 1. Asks all the key questions 2. Maps answers to document library What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________ www.salesscripter.com
  25. 25. If You Want More Help • The Cold Calling Equation – Problem Solved – • Web-based training program – – – – – – – – – – • Week 1: Ideal Sales Process and Communicating Value Week 2: Finding Prospect Pain Week 3: Ideal Prospect and Qualifying Week 4: Dealing with Objections and Getting Around the Gatekeeper Week 5: Building Rapport, Interest, and Credibility Week 6: Generating Leads and SalesScripter Overview Week 7: Improving the Connect Rate Week 8: Inner Game Week 9: Managing Prospecting Meetings and Managing Sales Cycles Week 10: Improving the Close Rate and Disqualifying SalesScripter – – • Available on Amazon - $15.95 www.salesscripter.com Walk-through services available SalesScripter Demonstration – Every Thursday

×