Hello, dear readers! Today, we’re going to talk about something as quintessentially British as Monty Python’s Flying Circus – clear communication. More specifically, we’re going to discuss the art of crafting a compelling value proposition. Just like a well-baked scone, a good value proposition can be the difference between a customer reaching for their wallet or walking away.
Now, you might be wondering, ‘What on earth is a value proposition?’ Well, from the seller’s perspective, it’s the benefits of your product or service minus its costs. From the buyer’s perspective, it’s a bit like weighing the pros and cons of having another scone – it’s all about the value they perceive they’re getting.
Unfortunately, many businesses stumble when it comes to communicating their value proposition. Here are three common pitfalls and how to avoid them:
1. Failing to make it clear what the product or service does:
Just like a British comedy sketch, clarity is key. Avoid vague language and instead, use plain language to describe your product or service. For example, instead of saying ‘Music, Meet Home’, say ‘The world’s leading speaker system: Play any song in any room from any phone’.
2. Forgetting to mention valuable benefits:
Imagine forgetting to mention that your scones come with clotted cream and jam! It’s the same with your product or service. Make sure you list all the benefits your customers get, and communicate them clearly.
3. Neglecting to tell your prospect what will happen if they buy:
This is like telling someone about a hilarious Benny Hill sketch, but not explaining the punchline. Make sure your customers know what to expect after they purchase your product or service. A future-pacing flowchart can be a great way to do this.
So, there you have it, folks. Crafting a compelling value proposition is as simple as baking a good scone – it just takes a bit of practice. And remember, the proof of the pudding is in the eating, or in this case, the proof of the value proposition is in the purchasing. Cheers!
For more insights, check out this article on value propositions.
