A value proposition is a simple statement that summarises why a customer should choose your product or service over others. It communicates the clearest and most valuable benefits that customers receive by giving you their business. Every value proposition should directly address a customer’s challenge and make the case for your company as the problem-solver.
In this session we will explore what makes a great value proposition and how that value may appear differently for different customers – particularly when selling B2B. Investing in your value proposition is a little like digging the best foundations for your house as it is upon this that you build many other elements of your business.
On this workshop, you will learn:
- How company values often reflect personal ones
- The proposition triangle
- Testing whether the customer’s problem actually exists
- Testing whether your solution solves the customer’s problem
- Developing the ‘Before and After’ story
- Profiling the customer and how they perceive value
- Identifying appropriate markets
- Positioning your value proposition
Led by experts, this workshop is highly interactive, with plenty of opportunities for discussion and to practise your skills in a supportive and friendly environment.
Who is this course for?
This workshop is for anyone, new or experienced who is in the process of introducing or repositioning their product or service in the minds of their target customers. New business owners may well be struggling with settling on a proposition that they feel describes the value that can be acquired from their business and more experienced owners may feel they need to revisit this process as markets, competition and customer attitudes and behaviours are constantly in flux.
