Tools to define the Value Proposition
Posted: Sun Dec 22, 2024 6:26 am
We must be clear that the person who plays the commercial role becomes a guide, almost an advisor for the buyer, and the more involved we are in solving concerns and reducing fears, the more opportunities we will have to close the deal.
But how can we identify how we can generate value and, therefore, trust? We suggest you follow this Value Proposition Canvas, from Strategyzer.
Value Proposition: How to define it to improve my B2B sales?
Customer Profile
Size up the tasks your client must perform and the experience they have with your solution or product:
What are the phases of customer experience?
What does acquiring the solution entail?
What tasks does the customer do at each stage of the purchasing process?
Which are the most important for the client?
Which are the most insignificant
Identify what their Pain Points are:
What things cause suffering to the client during this process?
What worries you or causes you anxiety in your daily life?
What things frustrate you about the service you currently receive, or the way your need is resolved today?
Gain Points or joy points:
What things bring joy during this process?
What does the customer hope to achieve with the product?
What may pleasantly surprise you
What benefits do you expect to achieve?
Value Map
On the other hand, we have the analysis of the product or solution: Based on these joy points, we ask ourselves how our company can generate more of those gains, and how it can remedy the identified pain points:
Gain Creators
How our product adds value
What joy does our product generate for the customer?
What do they usually thank us for in the testimonies?
What do they value most in success stories?
What they praise us for
Pain Relievers
What our customers thank us for
What would they lose if they didn't have us as a partner?
What would you miss most about our service?
Product
What is our product (category)
What our product does
How does he do it?
What does he do it for?
So to create our Value Proposition, we must:
Start by defining the “Jobs To Be Done”
Continue with the Pain Points
Then with the Gain Points
We organize them in order of priority for the client
We continue to identify the Pain Relievers
We continue with the Gain Creators
And finally, the characteristics of the product or service
Because for a company that sells under a consultative sales model - and that uses Account Based mobile phone saudi arabia mobile number directory Marketing strategies to find its potential clients - it faces totally different pain and joy points than a company that sells through e-commerce, or that has its distribution process completely digitalized.
The most complex problems in organizations lead to longer consideration processes, with very specific needs. And it is in our hands to make the value proposition so relevant, so that sales executives can specialize and become trusted advisors and permanent guides who resolve doubts and alleviate pain.
Finally, we would like to propose an exercise. Would you like to fill out this template with your product's value proposition?
Value Proposition Template
Taken from Value Proposition Canvas 101
So now you know, listen more to your customers! So you can really generate value, solving their needs and maximizing their joys.
But how can we identify how we can generate value and, therefore, trust? We suggest you follow this Value Proposition Canvas, from Strategyzer.
Value Proposition: How to define it to improve my B2B sales?
Customer Profile
Size up the tasks your client must perform and the experience they have with your solution or product:
What are the phases of customer experience?
What does acquiring the solution entail?
What tasks does the customer do at each stage of the purchasing process?
Which are the most important for the client?
Which are the most insignificant
Identify what their Pain Points are:
What things cause suffering to the client during this process?
What worries you or causes you anxiety in your daily life?
What things frustrate you about the service you currently receive, or the way your need is resolved today?
Gain Points or joy points:
What things bring joy during this process?
What does the customer hope to achieve with the product?
What may pleasantly surprise you
What benefits do you expect to achieve?
Value Map
On the other hand, we have the analysis of the product or solution: Based on these joy points, we ask ourselves how our company can generate more of those gains, and how it can remedy the identified pain points:
Gain Creators
How our product adds value
What joy does our product generate for the customer?
What do they usually thank us for in the testimonies?
What do they value most in success stories?
What they praise us for
Pain Relievers
What our customers thank us for
What would they lose if they didn't have us as a partner?
What would you miss most about our service?
Product
What is our product (category)
What our product does
How does he do it?
What does he do it for?
So to create our Value Proposition, we must:
Start by defining the “Jobs To Be Done”
Continue with the Pain Points
Then with the Gain Points
We organize them in order of priority for the client
We continue to identify the Pain Relievers
We continue with the Gain Creators
And finally, the characteristics of the product or service
Because for a company that sells under a consultative sales model - and that uses Account Based mobile phone saudi arabia mobile number directory Marketing strategies to find its potential clients - it faces totally different pain and joy points than a company that sells through e-commerce, or that has its distribution process completely digitalized.
The most complex problems in organizations lead to longer consideration processes, with very specific needs. And it is in our hands to make the value proposition so relevant, so that sales executives can specialize and become trusted advisors and permanent guides who resolve doubts and alleviate pain.
Finally, we would like to propose an exercise. Would you like to fill out this template with your product's value proposition?
Value Proposition Template
Taken from Value Proposition Canvas 101
So now you know, listen more to your customers! So you can really generate value, solving their needs and maximizing their joys.