Como você cria e apresenta uma proposta de valor atraente para sua solução?

Know your customers pain points, research, conduct surveys and interviews to be sure you are hitting the right direction with your value prepositions. Your solutions must be sustainable and reliable.

Simply stated "Value" is in the eye of the beholder, so as a seller its mandatory to know and understand the roles and people where you can create value for them and their business. If your proposition is sufficiently differentiated and compelling for their pains or aspirations they may take a (decision) to choose you, your products and your company to help them. Only then, do you have the start of a business relationship.

I define value as the difference between the benefit and the cost of the solution. Salespeople sometimes disregard the importance of quantifying the value of their product and instead, try to compete on the cost side of the equation only. If your proposition is sufficiently differentiated and compelling for their pains or aspirations they may take a (decision) to choose you, your products and your company to help them. Only then, do you have the start of a business relationship.

In my experience - A good value proposition is 1. memorable, tangible, and easy to understand 2. Provides a solution to specific pain points 3. Differentiates your company Lets understand with an example: Starbucks – The “Live Coffee” Mantra Starbucks’ value proposition, the “Live coffee” mantra, emphasizes the importance of keeping the national coffee culture alive and driving home the idea that coffee is part of its customers’ lifestyle. It mostly focuses on 3 key points: the coffee quality, service philosophy and creating an upscale yet inviting store atmosphere. Why it works: - Created an experience around the process of consuming coffee. - Strive to offer their customers the finest coffee, produced by themselves. - warm atmosphere

In my experience, being a "solution looking for a problem" is a poor way to approach potential clients. A great, question based, discovery process ensures your value prop is laser focused on a specific, not generalized, outcome. This means your value prop becomes "must have" not, "nice to have." And in today's sales environment if your proposition isn't moving the needle on revenue or efficiency, you're unlikely to see many wins.

In my opinion, this is where people struggle. I define value as the difference between the benefit and the cost of the solution. Salespeople sometimes disregard the importance of quantifying the value of their product and instead, try to compete on the cost side of the equation only.

This is where you can link the motivators of your target audience to the outcomes the solution delivers. Some of these are difficult to put a number on in terms of value but are key drivers for potential purchasers. For example the value proposition for IT security products maybe 'piece of mind' rather than a bunch of technical metrics.

To truly communicate your solution's value, translate features into specific benefits that resonate with your customer's daily reality. For example, rather than stating 'Our product includes automation,' clarify the benefit: 'Our automation cuts administrative task time by 50%, boosting productivity.' Quantify the advantages where possible, using data and case studies to illustrate tangible outcomes. This approach shifts the focus from a transactional interaction to a partnership, aligning your solution with the customer's broader goals for a mutually beneficial relationship

Tying your solution features to the prospect's goals/points will be the best way to prove your solution can solve their problems. The ideal situation is the prospect has provided you with 2-3 use cases which will give you a blueprint to arrange your demos. In my experience when you have use cases to work from it's really important to follow these steps - Clarify and confirm use case - Demonstrate how your solution meets the use case - Confirm back to the prospect and ask if what you have shown they can visualise how they would use it and how it would meet that specific use case

When presenting your value proposition, personalize it to speak directly to the unique challenges and aspirations of each prospect. Emphasize not just the features but also the experience of partnering with you—highlight your supportive customer service, post-purchase guidance, and the community they join by choosing your solution. This tailored approach makes your value proposition not just a statement, but a promise of a journey towards success.

My simple formula is to answer 3 key questions 1. What customer pain / pains does our offering solve 2. What are the personas whose pains, operational, business, financial and personal our offering positively impacts 3. What are the key strengths of our offering that differentiate us from our competition. These key strengths must be completely defensible.

To provide a concise summary, if the sales person is actively listening, recording, and taking time to critically think post-meeting then presenting the solution using the customer’s own pain points as “ammo” in the presentation helps tie the solution into the company’s business.

What value means to each prospesct will be different but also different teams within one organisation will also have a different idea of value. Making sure you understand who the decision makers are and what they deem to be valuable is vital

One of the main reasons businesses fail is that they're solving a problem that isn’t important enough to the customer. ❌ So their offer isn’t worth investing in. ❌ So they don’t get engagement on posts, clicks, links, or sales and bookings. And for that reason, a value proposition is one of the most important things you can spend time on in your business. Not just for the result of the attention-gabbing sentence that leaves no doubt as to your value and for whom, but because it informs the way you think as a business owner, write your posts and other copy and get your message across. It gets you thinking like your customer, gets you out of your own head and into the realms of moving towards turning views into customers.