How does what you do help your customer feel smarter, better, more savvy and just plain good? Have you ever thought deeply and clearly about your value proposition so that you can clearly explain it?
Your value proposition is how you and your solution helps your customers win. It's how you make a meaningful difference to their business and it describes how you are different from your competition.
Knowing how you make a difference while being different can position you to take price out of the buyer’s equation. It opens doors for you. Visualize the results you provide and then use that language so your clients and prospects can recognize it and value it.
"What’s in it for me?" is the number one question on everyone’s mind. Your customers are not thinking, “I wonder what s/he can sell me today?” They want to know what problem you can solve for them. They want to feel smart, strategic, creative, and productive. They only care about how you can solve their pain or bring them success.
Think about your successes. Ask your best customers what they feel when they work with you. Use your past success to build your future successes. Become a storyteller with compelling stories about how you “find the pain and are the aspirin” for what ails their organization.
Your stories, your value proposition move you toward your purpose and working from your passion.
Paul Kiewiet MAS+ is an industry speaker, writer, consultant and coach. He serves as the executive director of MiPPA. Kiewiet was inducted into the PPAI Hall of Fame and the MiPPA Hall of Fame. He served as Chairman of PPAI in 2007. A former distributor, he founded Promotion Concepts, Inc in 1982 and worked with some of America’s most valuable brands including Coca-Cola, Kelloggs, and Whirlpool.