Technical folk emphasise features. Sales people extol the benefits. But customers are savvy: they want a demonstration of real, quantifiable value before making a decision in your favour.
Value Propositions communicate a quantifiable benefit – value – to a prospective customer: a value they can identify with as important to their business, and key to their decision-making process. Value is the most meaningful metric to differentiate you from your competitors.
A good value proposition resonates highly with your customers’ requirements, particularly when it’s proven in similar applications or market segments. Getting the Value Proposition right is the result of sound prospect knowledge and market understanding rather than ‘gut-feel’ – and the foundation of all effective sales and marketing. Value is developed within a company through product innovation, operational excellence and customer intimacy.
So why not invite YTKO Group to deliver a one-day workshop, to introduce your key sales, marketing and product personnel to the principles of developing, testing and defining a strong value proposition?
“Attending YTKO Group’s programme made us realise that we’d undersold one of our products by a factor of 10 – if only we’d focused on customer value.”
Paul Barrett, Real User Corporation