How can you use your strengths and assets to create a powerful value proposition?

“Sell as you go” is a term that resonated with me when I started in sales….. I work for a company that has amazing strength and assets - built around our “people”. The challenge we have, is that these strengths and assets are usually complex, take time to understand and therefore show the value. My advice is to build a trusted relationship with potential buyers and take time to introduce the relevant people and capabilities (based on the aligned value proposition) so that the value is understood before the pitch. In our industry this takes years (3 to 6 years but can be much more), so we take our time, do not apply pressure and aim to sell the value delivered by our people and solutions prior to the pitch, in full or at least in part.

IMO, distilling tangible & intangible differentiators makes crafting a compelling value proposition authentic and memorable which conveys uniqueness. > identifying skill gaps to address > assessing the culture, values & purpose that shape the character of the brand & emotional connection created > survey clients to quantify business impact & hear testimonials on occasions exceeded expectations > research the market landscape to benchmark competitors on capabilities, positioning, pricing.

In order to do that it is very important to understand the difference between strength/assets and value proposition. Strength usually refers to something we are very good at and value proposition refers to the ROI/ end result. Now that we have established the difference, the only thing needed is to identify the problem that we solve with our strengths and the impact of it. For eg: someone very good at coding adds to faster time to market, alternatively someone great at sales add to the overall revenue ot someone great at Operations substantially improves the profitability. In order to make a long lasting value proposition the strength/ assets always need to be showcased in a way that expresses the overall impact and the ROI. “Results!”

Knowing the product , timing , buying pattern we should timely use the assets and strength . Presence and application of mind is crucial . Anything used at right time and place has different value than using it for its sake . I would create a sales scenario and then train the utilisation of assets and strength

In the fast-paced world we live in, it's essential to pinpoint your distinct strengths, combining technology and talent. Through clear communication, align these strengths with customer expectations, assess outcomes, and adapt to market conditions to craft a compelling value proposition.

Avoid wasting resources on solutions to non-existent problems. Through my client work, I've seen the time and effort spent on well-intentioned but misguided ventures. They invest heavily in what they assume their customers want, only to discover the truth: a lack of interest, reflected in low sales. To sidestep this costly misstep, conduct thorough research into your customers' real pain points and their ideal solutions. Use this crucial insight to create the product or service that they truly desire. Infuse it with your unique touch, but prioritize what they want. Here's a tip: If you're just starting out, leverage social media and a simple Google form to gather essential data and customer feedback.

Boom’ this is what is missing!! Often, people who represent a company & a solution go in with a pitch which they consider magical and expect people to invest their money in that. Why this doesn’t happen? Because they don’t see how this will benefit them. You didn’t pay enough attention to your prospect needs, challenges, goals and vision for the future. Early in my career, speaking poor English ( that didn’t evolve much 🤣) I used an analogy trying to explain to a colleague how to sale: find the pain ( ok I’ll admit I said “buba” back from where I am that means wound), press on the pain, paint a picture about how life will be without the pain and then, only then, offer the 💊 pill/plaster

The product can not be designed in the Lab !! Amazing products are always designed with the feedback of the customer. Moreover, a genuine feedback mechanism helps to identify the real challenges faced by the customer. It is like being a problem finder First, and then being a solution provider. The bigger the problem you solve, the bigger the market you have !! For that, ask questions !! The most important skill an entrepreneur should learn is - Asking Questions!

Before embarking on our storytelling journey to vividly illustrate the value we bring, it's paramount to immerse ourselves in the shoes of our ideal client. By truly comprehending their background, experiences, and the depth of the challenges they face, we gain the ability to resonate with them at a profound level. This understanding transcends the conventional sales pitch. Instead, it allows us to share our personal experiences, free from product-centric motivations and aligns us closely with the pain points our clients endure. This authenticity enhances the rapport we build with clients, as it demonstrates a genuine commitment to addressing their needs.

Every year ~30000 new products are launched. 95% of them fail. Multiple surveys substantiate this. The top reason why products fail is because they don’t really solve any need. Understanding needs is the very foundation upon which a business is built. And like with all things valuable - there’s not shortcut. Here are a couple of things I’ve learnt over the years: The journey within: Empathy. You have to get in the shoes of the buyer. What is in it for them? This answer needs to be clear to you & your teams. The journey with others: Effort. You need to take the above answer to the buyers, start small start fast. Validate your assumption with innovators. Circle back and change the answer if needed. Formal, informal interactions.

Every company has something to offer to their customers. Just because you have something does not mean your customer will pay for it! First and foremost you have to address or solve a problem or need the customer has. If you can effectively demonstrate that you can do that, then the customer will engage further. Once you have given customer the confidence that you can do what they would like or need than the conversation moves to other considerations like price/cost, speed of delivery, expectations of quality, brand perception, etc

I firmly believe that a comprehensive understanding of the products or services one sells necessitates a personal experience as a customer or consumer. Without firsthand knowledge of the problems solved or benefits offered, it becomes challenging to effectively convey their value. Furthermore, it is my contention that an initial act of goodwill often serves as the precursor to successful sales endeavors. When a person you have assisted acknowledges your competence and expresses the view that your assistance could benefit others, potentially leading to a paid service, it signifies alignment with the right product or service offering. This, in turn, reinforces one's confidence in the chosen path and offerings.

The key is to have a clear, open and confident discussion. Customers like confident approach more often. At the same time be an attentive listener to get hold of finer aspects during discussion.

Finding out the Strengths of a company would be ideal - if you are looking for a long term partnership. Working with Fortune 250 companies - each with their own paradigms - we need to understand how we can create a one paradigm from which to work from and not two separate ones.

In shaping your value proposition, remember that the true essence of your product, service, or program transcends its features. It lies in its capacity to address a pressing issue in the buyer's life—a longing, an unattained dream, a vital but hidden path, or the promise of a better reality. Individuals are willing to invest in making their dreams more accessible, regardless of scale. Identify that specific aspiration, then forge strong connections between your offering and the realization of that dream through your marketing language, visuals, and sales positioning. This approach not only establishes authority but also profoundly resonates with your target audience.

Continuously Evolve: The market and customer needs change. Regularly review and update your value proposition to stay relevant and competitive.

When two companies work together, they will not be on the same 'wavelength' And as their different polarities collide, there will be some 'upset' to begin with and feedback is essential. With using 'picnic' as my gauge - positive instant feedback negative instant feedback - not that anything is negative - it is just like the white lines on the road and a new car - you are being warned you are moving accross the line - time for course correction. Communication is key at all times. Face to face. Not emails. Or messages. Face to face even if it has to be accross the internet. It avoids all confusion. Get everyone who is involved in the room at the same time first and regularly for updates.

Accumulating all customer requirements, their roadmaps and listing their priorities of deployment would enable us to clearly articulate their problem. Identifying the solution which are currently been provided by the competitive framework could see what sokutions are been cureently resolved. Understanding the gap and also focusing on if we are having the solutions to cater to the gap will be our prime USP or VSP.

Clear simple precise One page If it cant be explained simply, then you do not know it at all And the fact that I have had to type extra words to make up the characters here, speaks volumes ;)

When writing a proposal it doesn't have to be and should not be a data drop exercise. Yes the facts and figures are important. But that should form part of a bigger picture about who you are and what you and your company stand for. People buy from people!! If the product is right but the person selling it isn't, you have an uphill battle on your hands.

A powerful value proposition is about effectively communicating how your strengths and assets uniquely address the needs and desires of your target audience. It should be customer-centric, compelling, and supported by evidence, ultimately leading to increased customer engagement and loyalty

A subtle but important point to keep in mind while “selling” - don’t make it transactional about the sale you are trying to make. Try to build a relationship through inquiry, think how you can bring value to your customer, understand the customer better. If you do that, your customer will remember that, and even if they don’t buy from you today, they are more likely to do business with you in the future.

Use experience as biggest strength and assets as that is the thruth and is the only real value you can offer more than your competition: hire the right people with the right experience !

Fact is, our product or service is rarely so unique that it differentiates by virtue of its existence. This is about people, making friends, and solving problems. Whilst a framework for developing/understanding and communicating a value proposition is fantastic for marketing, true value comes in relationships. For services this means face to face, for products it means connecting with your audience. Get close to the people you serve, understand their pressures in and out of work, be there when they need you, and do a good job when they call on you (or your team, product, etc.). A proposition is nothing without a relationship.

I think we need to build trustworthy relation with the client. We need to listen and build good relation with the client that will help us to make a good understanding of the client requirement. When we deliver the project we should have the tendency of helping our clients whenever they need us that will build good relation and the client will be trusting on us. Satisfied clients become advocates.