How do you present your value proposition with confidence and humility?

In my experience, having customer centricity must be the main focus of value proposition. The values generated from material/services/ items shall generate direct benefits to customer consumer however there may be some indirect benefits which may help them to upgrade themselves. Instead of showing own superiority, resolve the issues working as a partner to them.

Clients often don't know the exact skill set they need to solve a legal problem - and navigating 20-30 practice teams described on a law firm website (many with overlapping capabilities) can be overwhelming. So most clients approach legal solutions from an industry perspective - selecting lawyers who've solved similar problems for similar companies. There are excellent resources to quickly learn enough about an industry to allow you to issue spot and talk credibly about a specific client's business. It's also vital to understanding how the law can address industry-specific challenges and can lead to future opportunities for similar work.

Remember: your audience is the hero of the story, not you. You're positioning yourself as the light figure: think Obi-Wan Kenobi to Luke Skywalker. Your value is helping them identify and overcome their shadow figure: the Darth Vader that's preventing them from realizing their objectives, whether it's launching a product, building a team, or growing their business. Let them guide you in uncovering which shadow figure is more important to overcome. Luke's doubt about his ability to master the Force has to be overcome before he can face Vader. Yoda coaxes that out of him and helps him on his journey. As the light figure, you can't take the journey on behalf of the hero. But you're essential in helping them complete it.

Presenting your value proposition with confidence and humility is about striking the right balance between self-assurance and a genuine appreciation for others. It begins with a clear understanding of your strengths, skills, and what sets you apart. You confidently communicate these assets, focusing on the positive impact they can bring.

In my experience, it can be helpful to present your assumptions and ask your audience where the assumptions hold true and where they are weaker. Another way to get that information can be to offer examples of use cases/the problems in their industry your pitch will address and then ask if they have others they think are relevant. Then slightly fine tune your message as you go based on this input to demonstrate that you are prepared AND you are listening to your audience.

This starts with active listening - questions like: 'where do you want to be at the end of this process?' or, 'what would a successful outcome mean to you?'

I believe it is important to showcase expertise and experience and provide valuable content such as industry news, trend analysis and market outlook, and to share successful experiences and customer cases to highlight your strengths and competitiveness. Of course, it is very important to be humble and polite. If I encounter questions about the company or products, I will try my best to show my professionalism and high-quality service. I will also actively communicate with potential customers, answer their questions and establish a good relationship with them, which is conducive to improving customer loyalty and promoting business development.

Yes, focusing on the benefits is really important. Framing your value proposition in terms of the benefits it brings to the customers, not just the features. This shows a customer-centric approach.

A mistake I have seen many even experienced sales colleagues doing, was to present a customer a value proposition, before a throughout exchange with the customer. Thinking it would hook the customer with such "value offer". Once, a customer answer was "you don't know my business, my hurdles or what we aim for, how in the world can you pretend that you have a value proposition for us?" Focus on understanding the customer business, seek areas or improvement - even that customer is not aware - or where you could reduce costs, complexity, productivity or efficiency. Don't jump on conclusions and assorted benefits, features or value propositions.

From a marketing agency’s perspective, my job is to understand the client goals and timeline to achieve these goals. Start slowly by addressing immediate concerns, things that might even bring them credit at work for finding an ideal solution for their company. Rather than focusing on the value, focus on longevity and fostering the client relationships, also ensuring loyalty and returning clients who can trust you to solve their problems instead of adding financial constraints - especially if the solution aim to provide a results-driven outcome rather than what’s easiest to offer in the moment.

When a product effectively addresses genuine issues, it essentially markets itself in a straightforward and succinct manner. However, when a product is designed for a problem that lacks general awareness, possibly because it's not widely recognized as a significant issue, business developers typically expand their pitch strategy. This approach involves first generating awareness about the problem, then introducing the product as the solution, and finally emphasizing the benefits it offers. Thus, when presented with a clear and concise pitch, you are already aware of the problem before the conversation, and the solution is demonstrably genuine.

I agree with this. Being Clear and Concise when presenting your value proposition in a clear, straightforward manner exudes confidence.

Pick up customer hurdles - the ones they have shared themselves - and relate your solution to it. Or pick up the areas for improvement that you have observed that you can help with and again, mention the obstacle, the solution, how to bridge them, what are the resources, costs and potential benefits. But mostly, go through eventual objections or questions from the customer, raising them yourself and giving it the solution. Let room, plenty of room to let it sink and they can visualize how it would work.

It’s easy to call yourself “the best in the market”, but with that comes an expectation of a higher priced solution. This already brings a stressor to the clients mind. Focusing on the goal, timelines, the ROI and quick response time where the client can feel at ease, means fostering and building trust where your clients feel you genuinely care about their problems and solving it, rather than selling a solution to them.

Transparency is key because nobody wants to be deceived or subjected to false sales pitches. My approach is grounded in authenticity, ensuring that I keep things straightforward to avoid any confusion or obfuscation in our proposals.

Continued from 1.. In the enthusiasm of highlighting the product, customer needs should not be forgotten. Say if the customer is interested in security in the mobile, highlighting the best camera may not work. The value preposition will be the security features in the applications the customer uses or should address the fears or issues being faced. It should also highlight how it is more advanced or more user friendly etc. In the end the superiority of the product over competition can also be highlighted.

Resist the urge to lead with awards and honors and rankings. Stay focused on the client. They've come to you for solutions and don't need to hear about your degrees or plaques on the wall. Chances are you've already been vetted. Act like you belong there and don't waste time telling them why you're the best to solve their problem - actually start to solve their problem.

Don't expect that your offer or "value proposition" will be accepted on the spot. There will be resistance, time to let it sink, time to our counterpart sell it internally. And eventually challenges that you haven't seen coming. That's completely normal. Don't show discomfort or bitterness. Show gratitude for any question or remark to which you haven't cover and thought about, as this is an unique opportunity to improve your service, product or offer. Tell with frankness that you don't have an answer to such observation, but you'll discuss internally and check it and will come back with an answer within x days. And do follow up in less than X days. This will just elevate your reputation of a serious, responsible and competent counterpart.

Always focus on the customer need first. You may have the top product on the market, but if it doesn’t solve the specific issue of the customer, it is useless. Ensure you are asking questions of the customer to pin point the top priorities they are looking for someone to solve. Once you identify the top priorities, align your proposed solution to them. Whether you are responding to a proposal or looking to close a deal, keep your focus on how they can benefit from using your solution. Some of the best advice I have received: 1. Do not build a product the customer does not want. 2. Focus on benefits to the customer not features

Your goal is to establish a trusted partnership. To achieve this, you must earn their trust through actions and results rather than relying on aggressive or intrusive sales tactics. Confidence is essential, but it should be coupled with a willingness to guide them through the process. Authenticity is a key factor here; the more genuine we are, the better people will relate to you and your approach.

Quick and easy solutions are great - if they exist. It's not weakness to explain you don't have the answer right away or need to think about it or research it. Exhibiting thoughtfulness and restraint reinforces authenticity.

One thing is to on your own, anticipate and cover as many questions and objections as possible. But never assume that the work is done and that all questions are covered. Customers know themselves and their business better than you do, so it's perfectly normal that they have questions or comments you haven't thought about. Encourage them, encourage the interaction and their participation on the overall presentation. You need them to join you on the journey, so you both arrive at the destination together.

I always use the term this is the pinata model , it is fun to bust it up and no one takes offense too it...come join the party :)

When placing myself in that scenario, it's clear that making an informed decision and establishing alignment are top priorities. Listening becomes paramount, even though it can be challenging; understanding the tone and addressing their concerns is crucial. Moreover, if I'm unable to provide an immediate answer to a question, it's important to communicate that I'll follow up promptly, and most importantly, follow through on that commitment. This ensures trust and reliability in our interactions.

Encouraging questions and addressing objections is a powerful way to convey both confidence and humility. It shows that you are not afraid of scrutiny and that you genuinely care about your audience's concerns. Welcoming inquiries demonstrates confidence in your knowledge and the value of your offering. When you handle objections with respect and provide thoughtful responses, it illustrates humility in your willingness to engage in a constructive dialogue and adapt when necessary.

Persistence beats resistance... crude, but I've never ever forgotten this advice from early in my sales career. We need to persistently be: - creating value - assessing if what we are offering will create value (by asking the Customer). - focus on being in the right place and at the right time. - growing our reach in an organisation (with 5-6 people making decisions, let's not really on 1 Customer contact 'internally selling' our proposal). We all know how to be persistent - check in with the above structure to see if it helps add value to your process.

Match customer's needs and product/service's benefits: It is essential that before offering value proposition to customer, first draw a table and note down each stated and unstated needs of customers. Then on each point, note down how your product/service will help to fulfill this need. So, when you go to meet customer, you can explain each point with clarity, confidence and humiliation.

Be Authentic: People can sense authenticity. Speak honestly about your product or service's features, advantages, and benefits. Know Your Audience: Understand what matters to them and frame your value proposition to solve their specific problems. Use Evidence: Testimonials, case studies, or hard numbers can make your proposition more credible without making you appear arrogant. Be Humble: Acknowledge competition and external factors. This shows you're grounded and considerate.

I will never forget when my grandfather told me, "Danielle, remember you are never the smartest person in the room. Everyone brings value." Appreciating and centering your client's value and values is key to presenting a humble value proposition.

Remember, the key is to strike a balance between confidence and humility. Confidence showcases your expertise and trustworthiness, while humility fosters a connection and shows you're open to learning and adapting. It's all about demonstrating your value proposition in a way that resonates with your audience's needs and values.

In my experience both parties benefit by agreeing date and nature of next steps. In subsequent conversations, always ask a very open question on how is business and a more specific one on any business changes since you last met or spoke. Ask for their reflections on your proposition - what they most valued and how those things can benefit them- and any areas they are feeling less certain about. The key is open questions ( who what when why where how?) and really listening to the answers