Creating value propositions based on the value you have created at clients.

1. using the
Voice of the Customer
How to build
Customer Value Propositions
that make a difference…

2. Remember...
The results they produce are the important thing.

3. Your customer
gets to define the
relevance and value
of what you provide.
That means...

4. Ask them clearly and constantly what real business
value you have created for them.
Therefore..
.

5. You want to be able to express
your value in customer terms.
Because...

6. Understand and reinforce your business
relevance to your client stakeholders
So you can...

7. Use these statements in
future value propositions.
And finally...

8. CLIENTS SAY IT WORKS
“Your ‘Value Proposition Approach’ has completely changed the way we communicate with our
clients. We are even using it in our employer branding to attract new employees”
“I am now at 111% of my annual quota and will be at 180% by year-end (62% at workshop); the
work with you played a key role in my success.”
“We changed the content for our client presentation the morning after our workshop; the change
was so significant the client actually addressed it.”
“I am able to organize the enormous amount of information we have about our client in a very
structured way. I really understand more.”
“We were in 8th position with our client six months ago... we are now at 3.”
“I used what you showed us and I have never been more effective in a client meeting. I now realize
how ill prepared I was for customer meetings!”