Value Proposition
When, in any business, when your products or services are not moving, this can be caused by many reasons. One reason is that your company’s representative or website never created a need. Both, the website or the representative’s number one job is to create a “Value Proposition.”
In a nutshell, a value proposition is a clear statement that offers three things: 1. Relevancy, explain how your product solves customers’ problems or improves their situation. 2. quantified value, and deliver specific benefits. and 3. differentiation, tell the ideal customer why they should buy from you and not from the competition.
On your website, a ‘’Value Proposition’ is also the #1 thing that determines whether people will bother reading more about your product or hit the back button on your site. Your value proposition is the main thing you need to test—if you get it right, it will be a huge boost. Remember, the less known your company is, the better your value proposition needs to be.
Your value proposition needs to be in the language of the industry or customer. It should join the conversation that’s already going on in the customer’s mind. To do that, you need to know the language your customers use to describe your offering and how they benefit from it. This is done through research and this is especially needed for in-person sales calls. You cannot guess what the right language is. The way you speak about your services is often very different from how your customers describe them.
By speaking or writing in the same language as the client, you are starting to create rapport, a key to any successful transaction.
The best value proposition is clear: What is it? For whom? How is it useful? If those questions are answered, you’re on the right path. Always strive for clarity first.
Your ‘Value Proposition’ should be carried forward in every touch-point with the client from email to voice mail, from one-sheets to brochures and website, and should that client call you and be placed On-Hold make sure in your custom On-Hold message carries that message.
Since 1987 HoldMasters has been helping both Fortune 500 companies, mom and pop businesses, and home-based businesses, maintain that emotional connection as well as their marketing and branding messages to their clients and prospects around the nation to enable them to increase their ROI with custom On-Hold-Messages. It affords you the opportunity of up-selling and cross-selling current clients and exposing prospects to your business philosophy. It makes a small business sound big and a big business sound friendly.
Let HoldMasters help you when your business is on the line.