Wednesday, May 9, 2012


What determines the worth of a product or service? Your answer comes from how your customers answer these questions:

What's in it for me?
What does it cost?
How does your product compare to the competitor's product?

People buy products because of the benefits they deliver. In its most basic form, a value proposition says, "We can do this for you because we're great in this specific way." Value propositions connect a customer's desired benefits to your core competencies. For best selling results, be sure your value proposition appeals to your customers' strongest decision drivers!

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