If you sell to the corporate marketing, having a strong value proposition is critical.
It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.
In this presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.
9. A value proposition
is a clear statement
about the outcomes
that an individual or
an organization can
realize from using
your product,
service or solution.
11. So let me ask you this:
Have you talked to your clients
about the results they get when
using your offering?
You need to! What you learn
will help you sell.
12. Of course, you
don’t have to.
But without
knowing these
outcomes, you’ll
have a hard
time setting up
meetings.
18. So what makes
a value proposition
powerful & effective?
The best ones include
these 3 components:
• Business driver
• Movement
• Metrics
19. A business driver is related to
an important objective that your
prospects are measured on.
20. Here are some examples…
• Profitability • Quality
• Turnaround time • Returns
• Cost of goods sold • Reviews
• • Turnover
Productivity
• New clients
• Speed to market
• Costs
• Revenue
• Customer satisfaction
21. But don’t say, “We can
reduce cost” or “We can
increase your sales.”
Your prospects have
heard that a million times
… so you lose credibility.
22. Worst of all, it
makes you look
like another
product-pushing
peddler.
24. Instead of using broad terms like
“sales” in your value proposition,
use more specific terms such as:
• Sales velocity
• Sales conversion rates
• Call-to-appointment ratios
• High quality leads
• Sales per customer
• Sales of more profitable products
25. See the
Difference?
Being specific makes
you stand out from
your competitors.
And, you sound like
you can make a real
impact in an area that
your prospects are
concerned about.
34. Same Company,
Stronger Value Proposition
Example 1: We help retailers
increase their online conversion
rates by up to 58%.
Example 2: In our work with
online retailers, we typically
increase average order size
between 22 - 37%.
35. Typical Value Proposition
Our leading edge systems allow you to
capture, manage and share paper
documents digitally.
Document Management Company
36. Same Company,
Stronger Value Proposition
Example 1: We help distributors reduce
their order-to-cash processing costs by
an average of 67.2% at the same time
they increased customer satisfaction.
Example 2: In our work with similar-
sized firms, they’ve been able to save
between $3-5000/month.
37. Prospects who hear these
stronger value propositions say,
Ooh. That’s interesting.
I’d like to learn more.
39. Their curiosity is
piqued. They’re
interested in what
you can do for them.
And, you’ve
created a fresh, new
opportunity.
40. Once you’ve clarified your value
proposition, you can use it in your:
• Voicemails
• Email messages
• Conversations
• Presentations
• Proposals
In short, in every customer
interaction.
41. You’ll be
amazed at the
difference
a strong value
proposition
makes in your
sales results!
42. Want to learn how to use
your value proposition for
maximum impact?
Download my Free
Value Proposition Tool Kit Now
http://bit.ly/vp-kit
Editor's Notes
Hi there! I’m Jill Konrath. I write and speak about fresh sales strategies that actually work in our fast-paced business environment. Today’s crazy-busy prospects delete you in a nanosecond if your message doesn’t grab their attention. They also stay with the status quo as long as possible because changing just adds more work to their already over-flowing schedule. That’s why value propositions are so important. Strong ones pique curiosity and get customers to take action. Weak ones are the root cause of most sales failure. I hope you get lots of good ideas from this presentation!