Improve Value Propositions

Improve Value Propositions

Improve Value Propositions

Value Propositions are required to sell to top executives, to transition from features-oriented selling to value-oriented selling, and to move up the Value Pyramid.

A Value Proposition is a concise (quantified) statement of the Revenue Increase, Cost Reduction or Control Improvement that your solution provides your customer.

If you can’t quantify the value you provide, you probably don’t have a viable business that will survive.

Value Propositions Answer these Questions:

• What can you do for me?
• Why is that important to me?
• Is that more or better than I’m getting now?
• Is that sooner than I’m getting now?
• Does it cost less than what I’m spending now?
• Is it less risky than what I’m doing now?

Developing Value Propositions

At Growth Process Group, we have a proven process for developing clear Value Propositions.

Simplicity is key. Transforming detailed descriptions of technical features to clear, simple statements is a talent that is rarely found in those who are closely tied to the product or service development.

We begin by describing the Problem Solved from the customer’s perspective. Then, we develop Before & After views in simple graphical representations. We map Value to Pain by title type with a TCO perspective. Messages should be crafted only after your Value Propositions are developed. Our Value-Pain Matrix methodology is used to determine which problems and messages are appropriate for each prospective title type. This often results in Aha! moments that reveal incorrect assumptions on who to sell to.