Value Proposition
Get Your Business in the Door
Beyond developing a basic understanding of the target audience for your business's marketing message, one of the first
steps toward honing a solid marketing strategy involves the value proposition, or unique value proposition.
Your business' value proposition succinctly summarizes — in a sentence, or even a few words — exactly why your target prospect
should become your customer. Not surprisingly, very few B2B marketers have a great one, or even a relatively good one.
An effective unique value proposition includes one of the primary reasons why a prospect should buy from you. The magic of a
truly effective value proposition is that it will snap your prospective customer out of the
"everything's going just fine
and we don't want to bother with a change now" mindset. When you can clearly express the significant advantage of your offering,
you will get immediate attention.
Keep in mind that business clients have heard countless marketing spiels, and are quite immune to sales hype. They couldn't
care less about how long your business has been around, how much experience you have or the quality of the product you offer.
The questions they are really interested in are these: "What's in it for me?" and
"Why should I buy from you?"
To really capture their attention, you need to come straight out with the tangible business results your potential customers
will get by using your company's product or service. To gain credibility, you must present specific numbers and percentages
that address the all-important financial bottom line. And they must sound genuine, not approximate or made up.
For more information on having MarketBlazer guide your business to
the next level in marketing, call (770) 406-6343 or email us at
info@marketblazer.com.
