Quick: why should your prospects choose you over your competitors? Did you draw a blank? Did you say “because we’re the best”? Would you get a different answer from your colleagues? If so, your biz-dev isn’t close to its full potential. Discover how big a difference the right answer can make in this presentation from our June session of Business Wise Insiders!
Building a Value Proposition; Your Strategy, Your Brand And Your BusinessChris Scafario
Creating a value proposition is a fundamental part of business strategy and every good strategy is based on a differentiated customer value proposition.
A value proposition is a promise of value to be delivered and a belief from the customer of value that will be experienced.
A value proposition can apply to an entire organization, or parts thereof, including: individual customer accounts, products and/or services.
Laserfiche Empower 2014 Presentation
What makes your ideal customer choose you, rather than a competitor? Your value proposition! Learn how to discover and define your value proposition, and convey your brand promise concisely to current and potential customers.
For more on value proposition, I highly recommend Marketing Sherpa's Value Proposition courses: http://www.meclabs.com/training/online-course/value-proposition-development/overview
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Accelerate sales success by finding the perfect match for your business! The concept of an Ideal Customer Profile can be revolutionary for executives who have assumed that all business is good business. The exercise of pinpointing the best clients can dramatically improve sales results and amplify business growth.
Building a Value Proposition; Your Strategy, Your Brand And Your BusinessChris Scafario
Creating a value proposition is a fundamental part of business strategy and every good strategy is based on a differentiated customer value proposition.
A value proposition is a promise of value to be delivered and a belief from the customer of value that will be experienced.
A value proposition can apply to an entire organization, or parts thereof, including: individual customer accounts, products and/or services.
Laserfiche Empower 2014 Presentation
What makes your ideal customer choose you, rather than a competitor? Your value proposition! Learn how to discover and define your value proposition, and convey your brand promise concisely to current and potential customers.
For more on value proposition, I highly recommend Marketing Sherpa's Value Proposition courses: http://www.meclabs.com/training/online-course/value-proposition-development/overview
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
Accelerate sales success by finding the perfect match for your business! The concept of an Ideal Customer Profile can be revolutionary for executives who have assumed that all business is good business. The exercise of pinpointing the best clients can dramatically improve sales results and amplify business growth.
An understanding of start-ups, the entrepreneurial buzzword. The strategy for branding cost stripped start-ups effectively with a glimpse of cost effective Social Media strategy.
Some interesting start-up stories to understand the concept by example.
Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup...Sales Hacker
7 Daily Startup Sales Sins by Gabe Luna-Ostaseski
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Masters of Marketing -- The Importance of Consistent BrandingDarmini Kara
In the February 19, 2014 Masters of Marketing webinar, Website Coordinator Karly Baker discussed why it's important to stay consistent with all of your agency's branding.
Selecting the most effective way to generate revenue (at a reasonable price) is critical. What’s also critical is how you implement that revenue model. Prospects and customers care about the value proposition, that the terms and conditions are reasonable, and that the effort to complete the transaction is worth their time, money and effort. When choosing a revenue model, think more about the buyer journey and less about your selling process. Click through the presentation to discover a few tips for choosing your revenue model.
One of my chief focuses has always been the production of high-quality B2B sales leads. There are many flavors of leads and one person’s definition of sales-ready is another’s definition of a substandard lead. But just how many sales leads do you need? Scroll through this presentation for a few tips to keep in mind, the next time you are putting together your sales lead numbers.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com
Top 10 USP's (Unique Selling Propostions)Rick Osbourne
A Unique Selling Proposition distinguishes a business apart from all others. And instead of competing you eliminate competitors with a well conceived USP.
Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...Sales Hacker
Customer Success as a Growth Engine by Lincoln Murphy
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
How to Set the Perfect Price for Innovative Products? | Pricing Strategy For ...azlaan
Setting the right price for innovative products is one of the most difficult tasks for startups. Setting wrong prices can result in either losing customers or profits.
Pricing strategy is based on if your business model is based on;
1. Cost Base approach
2. Value Base approach
Cracking the perfect price for your innovative products require continuous testing and optimization.
The lecture gives different pricing strategy types and pricing strategy examples to help students understand the concept easily.
Video Lecture to the slides can be found at:
https://youtu.be/ARIZ0r_t6CA
It is no longer acceptable to be good enough you need to be exceptional in the eyes of your customers. Giving your customers a HUG - Hear Understand Give back incredible value - is a powerful way to stand out so your customers choose you instead of your competitors.
Welcome to the first of my six SlideShares on revenue growth – each covering a different pillar necessary for success. The strategies and tactics I will share come from a great deal of client experience as well as what we have done to grow our own business. I promise that if you follow the advice I will share with you, it will make a large difference to your top-line revenue number. Here are the six pillars:
1. Differentiated and compelling brand promise
2. Profitable Business Model
3. Optimized sales process
4. Effective lead-to-revenue framework
5. High-performance online strategy
6. Successful customer loyalty program
Stay tuned for the rest of the Pillars. Click on the link in the presentation to read the complete blog article.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com.
A flyer is an inexpensive and highly effective way to grab attention in a very busy marketplace. Here are our top 10 secrets to make printed flyers highly effective. For bulk flyer printing visit RubyPrint.in.
6 Basic guiding principles to help entrepreneurs and businesses get their content discovered. When it comes to content marketing - it's really not about you.
An understanding of start-ups, the entrepreneurial buzzword. The strategy for branding cost stripped start-ups effectively with a glimpse of cost effective Social Media strategy.
Some interesting start-up stories to understand the concept by example.
Sales Hacker Conference San Francisco - Gabe Luna-Ostaseski - 7 Daily Startup...Sales Hacker
7 Daily Startup Sales Sins by Gabe Luna-Ostaseski
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
Masters of Marketing -- The Importance of Consistent BrandingDarmini Kara
In the February 19, 2014 Masters of Marketing webinar, Website Coordinator Karly Baker discussed why it's important to stay consistent with all of your agency's branding.
Selecting the most effective way to generate revenue (at a reasonable price) is critical. What’s also critical is how you implement that revenue model. Prospects and customers care about the value proposition, that the terms and conditions are reasonable, and that the effort to complete the transaction is worth their time, money and effort. When choosing a revenue model, think more about the buyer journey and less about your selling process. Click through the presentation to discover a few tips for choosing your revenue model.
One of my chief focuses has always been the production of high-quality B2B sales leads. There are many flavors of leads and one person’s definition of sales-ready is another’s definition of a substandard lead. But just how many sales leads do you need? Scroll through this presentation for a few tips to keep in mind, the next time you are putting together your sales lead numbers.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com
Top 10 USP's (Unique Selling Propostions)Rick Osbourne
A Unique Selling Proposition distinguishes a business apart from all others. And instead of competing you eliminate competitors with a well conceived USP.
Sales Hacker Conference San Francisco - Lincoln Murphy - Customer Success as ...Sales Hacker
Customer Success as a Growth Engine by Lincoln Murphy
Sales Hacker Conference San Francisco - November 6, 2014
Visit SalesHacker.com for more sales hacks, tips, and tactics.
How to Set the Perfect Price for Innovative Products? | Pricing Strategy For ...azlaan
Setting the right price for innovative products is one of the most difficult tasks for startups. Setting wrong prices can result in either losing customers or profits.
Pricing strategy is based on if your business model is based on;
1. Cost Base approach
2. Value Base approach
Cracking the perfect price for your innovative products require continuous testing and optimization.
The lecture gives different pricing strategy types and pricing strategy examples to help students understand the concept easily.
Video Lecture to the slides can be found at:
https://youtu.be/ARIZ0r_t6CA
It is no longer acceptable to be good enough you need to be exceptional in the eyes of your customers. Giving your customers a HUG - Hear Understand Give back incredible value - is a powerful way to stand out so your customers choose you instead of your competitors.
Welcome to the first of my six SlideShares on revenue growth – each covering a different pillar necessary for success. The strategies and tactics I will share come from a great deal of client experience as well as what we have done to grow our own business. I promise that if you follow the advice I will share with you, it will make a large difference to your top-line revenue number. Here are the six pillars:
1. Differentiated and compelling brand promise
2. Profitable Business Model
3. Optimized sales process
4. Effective lead-to-revenue framework
5. High-performance online strategy
6. Successful customer loyalty program
Stay tuned for the rest of the Pillars. Click on the link in the presentation to read the complete blog article.
About Us:
Fusion Marketing Partners (FMP) is a B2B marketing agency that specializes in helping companies create powerful lead-to-revenue machines to turn around their stalled or under-performing marketing and sales operations and build value in their business. FMP’s strategic expertise and vigorous execution of proven tactics has quickly driven measurable improvements in awareness, leads and revenue for B2B clients across the U.S. and internationally.
The company was founded by principals with deep experience in B2B marketing, sales, business development, web marketing, and public relations — from successful startups to Silicon Valley giants.
To find out more, visit http://www.fusionmarketingpartners.com.
A flyer is an inexpensive and highly effective way to grab attention in a very busy marketplace. Here are our top 10 secrets to make printed flyers highly effective. For bulk flyer printing visit RubyPrint.in.
6 Basic guiding principles to help entrepreneurs and businesses get their content discovered. When it comes to content marketing - it's really not about you.
APIs for Biz Dev 2.0 - Which Business Model?3scale
APIs are [R]evolutionizing the Internet and the way companies distribute their data, content and services to the Web.
This presentation prepared for the MEITO "API, le Net+ ultra" workshop in France will walk you through some key elements of consideration when embracing the API [R]evolution.
How to Create a Strong Value Proposition Design for B2B - It's all about the ...Daniel Nilsson
You need to stand out in 3 seconds - The competition is fierce and you need to be able to catch interest in less than 3 seconds and then keep it. This is true no matter if you are creating a message for a presentation, the web, a speech or a video.
Most likely you do the following misstakes today
- You start a presentation with a company overview
- You start a presentation about your product
- Your webpage is all about your product
ä You have more then 10 words on your power point slide
Tools the super professionals use will be yours
In this presentation you will learn how to create amazing B2B Value Propositions Designs that will not only say what you need to say but will catch the interest of the person you are trying to reach in a totally new way. I will show you 4 tools that the super professionals use and how to use them.
I created this presentation after doing extensive research on how to create a strong value proposition. The data I have reviewed are from marketing experts, Gartner, reports and my own personal experience creating value propositions.
The purpose of the presentation is to share my conclusions on how to build a strong value proposition.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To view a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
We are seeing a massive change in how organizations identify, procure, and implement solutions. This changes the role of the B2B sales rep. Learn how to be ready for the change.
Tycoon created this presentation specifically for participants in New York's Startup Weekend Global Fashion Battle on September 5-7 2014. As dedicated sponsors in this amazing event, Tycoon covers business and marketing fundamentals such as the elevator pitch, customer empathy map, customer decision journey, marketing map and key performance indicators.
Whether you are launching a new product or service, or need to re-energise an existing one, these exercises can help steer your thinking and challenge your brand development.
Customer profiling outlines the type of customers likely to purchase your product, what they want and why, features and benefits that matter most, and messaging that will help them find you in the first place. It enables highly targeted marketing and is an essential analysis tool. It allows you to concentrate on ‘real’ potential customers, saving you time and money.
Saleskipathshala : Coun Sell Well - By Sanjay SinghSanjay Singh
Stay connected with Us for regular updates on Our Social Channels:
Like Us on Facebook: https://www.facebook.com/Consult4Sales1/
Follow Us on Twitter: https://twitter.com/Consults4Sales
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If you want to invite Mr. Sanjay Singh for a Training, Seminar or Event, then please click on the link :
https://consult4sales.com or Call at +91- 9970506000
A presentation designed and presented by Prof. Rebecca Knapp to veterans at Saddleback College. This presentation covers three areas of discussion: 1) Is entrepreneurship right for you?; 2) Practice creating the core elements of a business plan; and 3) Share resources, sites, organizations and apps that help not only veterans, but also entrepreneurs in general.
The Definitive Guide to Lead Generation WorkbookMarketo
Get some fresh ideas for your lead generation plan! This fun, interactive workbook, helps marketers develop their lead generation strategies through templates, fill-in-the-blanks, group exercises, word searches, checklists, and more.
Mastering digital marketing will help you grow your business, your skill set, and your career. The techniques you'll learn in this bootcamp can be applied immediately, and will give you a quick and effective way to accelerate your company's growth.
Takeaways:
- Solid understanding of who your customers are and how to segment your audience for more effective marketing.
- How to develop a marketing funnel based on your conversion flow.
- How to attract website visitors through content marketing, social media marketing, SEO, and paid advertising.
- How to convert website visitors through website optimization, landing page creation, and lead nurturing.
- How to measure your marketing and use analytics to improve your efforts.
Крістіна Потоцька "Data driven marketing: впровадження на реальних кейсах"Fwdays
Outbound маркетинг: як ми спалили $150 тис. доларів і не отримали жодного клієнта.
Inbound маркетинг: як ми отримали 15,000 клієнтів без маркетингового бюджету.
Ми інвестували в рекламу і що з того вийшло:)
Як побудувати комьюніті навколо вашого бренду за допомогою відкритих даних.
Zoom In On Your Top Prospects: 4 Steps To Your Ideal 2018 Target MarketBusiness Wise Inc.
To sell more stuff, you should try to sell to more people, right? Actually, maybe not. To learn why a clearly defined target market is the key to a full sales funnel (and how to craft your ideal target market for the new year), check out this presentation from Business Wise Insiders!
Win the Inbox: How to Craft Subject Lines that Grab More Opens, Clicks, and L...Business Wise Inc.
You wrote a great email… but WHAT IF NO ONE READS IT??
Problem solved: craft a compelling subject line that gets more opens, and turns them into clicks, replies, and leads.
Learn the secret to effective subject lines in this presentation from Business Wise Insiders!
The 5-Step Cold Call Challenge: Overcome Obstacles to More Appointments and S...Business Wise Inc.
Do you know how to get past the “gatekeeper” so you can talk to your prospect? What if your prospect says she doesn’t have time? Or asks you a tough question?
The most successful cold callers know how to navigate these challenging scenarios to win over prospects and set more appointments.
Learn how in this presentation from Business Wise Insiders!
Sales Action Triggers: 6 Ways to Make Your Prospect Say “Yes”Business Wise Inc.
How can you trigger your prospects say “yes”?
Psychology. In fact, as marketing expert Dr. Robert Cialdini has argued, there are 6 proven psychological triggers that generate action. And the most successful sales reps use them to engage prospects and set appointments.
You can learn what these “triggers” are—and how to use them—in this presentation of Business Wise Insiders!
Dial Up More Appointments: 6 Winning Cold Call ScriptsBusiness Wise Inc.
Is your cold calling script a winner or a dud? Most call scripts are too rigid… or too long… or based on really outdated advice. Successful scripts are focused and flexible. They help you overcome resistance, get to the point, and get your prospects talking. In this presentation from Business Wise Insiders, you'll learn 6 winning scripts that will help you dial up more appointments!
The 3 Strategies of Highly Effective Sales Motivators: Prepare, Debrief, and ...Business Wise Inc.
How do smart sales leaders motivate themselves and others? They create energy with proven strategies—and connect with more prospects, set more appointments, and close more sales. Learn those strategies for yourself (and use them to inspire your team) in this presentation from Business Wise Insiders!
Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.
Which category do you fall into?
Discover the skills that can make you an elite sales hunter in this presentation from Business Wise Insiders, your local networking and biz-dev ideas group in Atlanta, Charlotte, and Dallas-Fort Worth.
The Anatomy of a Perfect Email: How to Write Messages That Turn Into SalesBusiness Wise Inc.
For every $1 businesses spend on email marketing, they get $44 back. That’s crazy.
But to see that kind of success, you need to know what to write. A poorly written message = few (if any) good leads, and even fewer sales.
In this presentation from Business Wise Insiders, you'll learn what you need to do before you start writing your message to set your email campaign up to succeed, how to write an opening line that grabs your prospects’ attention and a call-to-action that entices them to click, and checklist for ensuring your message speaks to and resonates with your prospects.
If you’re using the same outdated approach to cold calling as most sales reps, you’re doing it wrong... and you’re missing out on a lot of appointments.
In this slideshow from our March session of Business Wise Insiders, you'll learn 5 new rules for cold calling that replace the old, outdated strategies most sales reps use; secrets to cold calling efficiency that lead to more appointments with better prospects in less phone time; how to avoid common cold calling mistakes that might be lowering your success rate.
Email marketing can be a lead-gen treasure trove… but how can you get your prospects to respond?
Here’s a secret: your subject line and your message don’t matter that much. Instead, it’s what you OFFER your prospects that attracts serious leads.
Follow these guidelines to craft compelling email offers that will convince your prospects to click, call or respond!
Did you know that 80% of sales calls go to voicemail?
Sales reps with a strategy for that 80% get a lot more out of their cold calls than reps who consider voicemail an afterthought.
To increase your “cold call batting average,” use these Voicemail Strategies that Generate More Calbacks.
The Secrets of Sales "Challengers": Provoke, Inspire & Impress Your Way to Mo...Business Wise Inc.
The old appointment-setting recipe is getting kind of stale:
Step 1: You ask your prospects to meet with you.
Step 2: They resist.
Step 3: Repeat steps 1 and 2.
How about trying a new recipe for fresh results? It’s called the “Challenger” method, and it uses tactics designed to push your prospects outside their comfort zone so they’ll be more likely to meet with you.
In this presentation from Business Wise Insiders, you'll learn how to open your prospect’s eyes and show them why they should meet with you; questions you can ask on the phone to encourage your prospect to think differently about their problems; and why challenging, provoking, and inspiring your prospects leads to more appointments and more long-term clients.
Email Marketing that Generates Leads: 5 Questions to Answer Before You Write ...Business Wise Inc.
What’s the most important factor in email marketing that generates good leads? (Hint: it’s not your message… in fact, that’s just one small piece of a larger puzzle that determines the success or failure of every email you send.)
In this presentation, you'll learn why your message is just one piece of the email marketing puzzle; 5 keys to email campaigns that generate opens, clicks, and good leads for follow-up; and what you need to know to use email to take your biz-dev to the next level.
Why Every Great Sales Hunter is a Great Content MarketerBusiness Wise Inc.
Question: Do sales reps really need to know about content marketing? Answer: You already do. In this slideshow, you'll learn why sales hunters are natural content marketers.
To learn how to turn the knowledge you use every day into connections, leads, and sales, click the link below to subscribe to the Sales Hunter's Guide to Content (a free 4-part email series from Business Wise!):
local.businesswise.com/content-guide-landing
Create a Team of Hungry Sales Hunters: A 5-Point Checklist to an Assertive Sa...Business Wise Inc.
Smart sales hunters and managers know how to create a positive sales culture at their business. The ones who leave culture to chance lose opportunities, sales, and employees. In this slideshow, you'll learn why culture is more important than strategy, how to assess the state of your business culture, and 5 steps you can take to create a positive biz-dev culture at your business.
A Proven Path to More Sales: The 6 Principles of PersuasionBusiness Wise Inc.
Learn how to increase sales by influencing your prospects to act. The 6 Principles of persuasion laid out in Robert Cialdini's book, Influence: The Psychology of Persuasion (reciprocity, consistency, social proof, likeability, authority, and scarcity) can help you understand why people do what they do, and how you can use that knowledge to influence prospects to buy from you.
2. “Why should I buy
from you?”
POP QUIZ:
What do you say when
your prospect asks...
3. A VALUE PROPOSITION is a one-sentence statement that...
YOUR ANSWER = YOUR VALUE PROPOSITION
Speaks to a specific group
of people (your IDEAL
PROSPECTS)
Convinces consumers that
this product or company is
BETTER THAN OTHERS
on the market
Clearly identifies the
BENEFITS CONSUMERS
RECEIVE when investing in
a product or company
Guides every aspect of your
BIZ-DEV STRATEGY, from
prospecting to cold calling to
email marketing
4. “If I am your IDEAL
PROSPECT, why should I
BUY FROM YOU rather
than your COMPETITORS?”
THE “VALUE PROPOSITION QUESTION”
SOURCE: Flint McGlaughin, MECLABS
6. “If I am your IDEAL PROSPECT, why should I BUY FROM
YOU rather than your COMPETITORS?”
We are your IDEAL PROSPECTS. We
are the MOST LIKELY to benefit
from what you offer.
When your value proposition
SPEAKS TO US, your message is
more FOCUSED and RELEVANT.
7. To define your IDEAL PROSPECTS, start with those you
ALREADY KNOW have a high likelihood of buying from you:
the ones that LOOK LIKE YOUR CURRENT CLIENTS.
THE “IDEAL PROSPECT” DARTBOARD
What do your
existing customers
LOOK LIKE?
Are they SMALL,
MEDIUM, or
LARGE businesses?
What
INDUSTRIES do
they represent?
Do they OWN or
LEASE their space?
BULLSEYE:
Your Ideal
Prospect
8. KEY POINTS
Define why your customers use what you offer
Speak to prospects with similar challenges / priorities
Not all relationships are equal; speak to your best prospects
10. “If I am your IDEAL PROSPECT, why should I BUY FROM
YOU rather than your COMPETITORS?”
I don’t really care about your
product. I care about my own
CHALLENGES and PRIORITIES.
Tell me how you’ll help me SOLVE
PROBLEMS or ACHIEVE GOALS, and
I’ll have a REASON TO BUY.
11. THE “WHAT’S IN IT FOR ME?” FILTER
What’s in it
for me?
WE are a fantastic sales &
marketing company.
WE have over 30 years of
experience in our field.
WE’RE the industry leader in
quality.
YOU use our product to find and
connect with your “hidden” local
prospects.
YOU work with an experienced team
to create a biz-dev strategy proven to
work in your local market.
YOU have access to a team of local
researchers for trustworthy business
listings, updated daily.
12. KEY POINTS
Be clear, but be specific; too simple = bland
Benefits should be relatable and attainable
Your customers see the value; use their words
14. “If I am your IDEAL PROSPECT, why should I BUY FROM
YOU rather than your COMPETITORS?”
Even if you give me a reason to act, I
may still be able to get the SAME
VALUE from SOMEONE ELSE.
If you explain to me why you offer
UNIQUE VALUE, you’ll narrow my
choices down to one: YOU.
15. CAN MY COMPETITORS SAY THE SAME?
For every claim you make about your product, ask yourself “CAN MY
COMPETITORS SAY THE SAME THING?” If the answer is yes, exclude
it from your Value Proposition.
Our database includes locally researched
business listings for Atlanta, Charlotte,
and Dallas-Fort Worth.
We offer fantastic
customer service.
I can say that too!
I can’t say that...
WEAK VALUE PROPOSITION
STRONG VALUE PROPOSITION
16. KEY POINTS
What is your added value? How do you do it better?
Is what you offer used in a unique way?
Need ideas? Ask your customers: “Why did you buy from us?”
18. “If I am your IDEAL PROSPECT, why should I BUY FROM
YOU rather than your COMPETITORS?”
Got your value proposition ready?
Now share it with us EVERY
CHANCE YOU GET.
If we don’t see your UNIQUE VALUE
in EVERY INTERACTION, we’ll walk
right by.
19. Here are 4 WAYS a good value proposition can BOOST YOUR BIZ-DEV:
ELEVATOR PITCH
A slightly longer version, for
when you already have your
PROSPECT’S ATTENTION.
EMAIL MARKETING
Give your prospects a
REASON TO CLICK. Explain
your offer’s benefits.
COLD CALLING
Finish the sentence, “THE
REASON I CALLED...” for
more successful cold calls.
YOUR WEBSITE
Feature a concise value
proposition at the TOP OF
YOUR HOMEPAGE.
YOUR VALUE PROPOSITION IN ACTION
20. KEY POINTS
Your value proposition must be front and center
Create a core value prop., but modify it for different settings
Ask yourself: Why act? Why now? Why us? Why trust?