How to Create a Value Proposition

How to Create a Value Proposition:

Most of us know why our products and services are good, what problems they solve and what our competitive advantages are.

But unfortunately not everyone else knows this and for sure they wont know this information without someone explaining it to them.

The purpose of the value proposition is to help us clearly explain to others all of these things in a manner that is easy to understand, concise, speaks directly to their individual needs and answers most of the common questions we receive.

If you enter a prospecting call with this value proposition already in mind you will be fully prepared to introduce your product in the best possible way.

If done correctly your Value Proposition statement will explain exactly what value you offer, why you offer it, exactly what problems you set out to solve, to whom it is beneficial to (which is hopefully the person you are speaking to) and what your competitive advantages are. You can also sneak in a reference to current customers that are experiencing similar pain points and how you assisted them.

This section of the conversation usually also overcomes many common objections before they even come up.

Unfortunately I cannot tell you what your value proposition is – sorry!

What I can do is pass on the techniques and strategies I have been taught in order to properly build your won.

The best thing to do is to answer a series of questions in order to create your perfect value proposition. Then all you have to do is learn how to concisely and clearly give this over to your prospects.

• Who are the different people involved in the decision to buy your product?

Then answer all of these questions for each one of these people:

• What does their daily work look like? How are they measured in their jobs? And how will CoSign make it better?
• What do buyers want from this type of product?
• What do buyers want to avoid from this type of product?
• How are we different?
• Can we help cut costs?
• What value have we provided others already?
• Do we help an inadequacy?

Based on these answers you will be able to create your value statements.

Remember: value is not the same for everyone:- end-users, managers, executives.

Therefore you should create a different Value Proposition for each person you will encounter along your sales cycle.

This does take a bit of time to put together but is definitely worth it. I can assure you the top performing sales reps are doing this and this is what sets them apart.