Friday, May 11, 2012

Constructing Your Value Proposition

To construct your value proposition, a good place to start is by writing out the features, advantages and benefits of your offering.

Feature: A specific characteristic of a product or service. This is what the customer gets when they make a purchase.
Advantage: What your product or service does better than the competition. Advantages describe comparative value.
Benefit: What the customer gets from choosing this product or service. This is the "What's in it for me?"

Once you construct your value proposition, conduct this test:
If your customer heard it would they say, "So What?" OR "TELL ME MORE!"

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