These are the elements that create a powerful value proposition, which is an important first step before approaching marketing, branding, content creation, etc. A value proposition serves as a guide for your brand. And it’s essential to targeted, well-crafted brand messaging. Different from a mission statement, tagline or slogan, a value proposition explains the “why” behind your service or product.
Here’s an example: I was working with a new client on value statement development; they kept coming back to their initial position: “We help our customers solve problems.” Zoom out and think about that statement: It can apply to most any company, from a software developer to an industrial grease manufacturer.
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The key to creating a powerful value prop is to keep digging deeper: It must speak to what you do that others can’t, the benefits that (your service or product) provides—and further, what your service or product enables your customers to do. That’s the sweet spot that you’re looking to hit when developing your value proposition.
HubSpot sums it up perfectly: “Your value proposition is your unique identifier. Without it, people don't have a reason to work with you over somebody else.” This article from HubSpot offers five prompts for value prop development:
- Identify all the benefits your product offers.
- Describe what makes these benefits valuable.
- Identify your customer's main problem.
- Connect this value to your buyer's problem.
- Differentiate yourself as the preferred provider of this value.
- Clarity—easy to understand
- Communicates specific results customers will get
- Explains how the product or service is different/better
- Succinct: Can be quickly read and understood—1 to 3 sentences
If you’d like some help drafting your value proposition—or if you’d just like to bounce your ideas off of me, email me at emoriarty@shamrockcompanies.net.
Ellen Moriarty