how to build your value proposition
Post on 11-May-2015
1.045 Views
Preview:
DESCRIPTION
TRANSCRIPT
How to Build Your Value Proposition
Michael Halper
Founder and CEO
SalesScripter, LLC
Traditional Messaging
Traditional Messaging
Traditional Messaging
Traditional Messaging
What is wrong with this picture?
• We are all a little self-serving and this caters more to our interests than the prosepct’s• A prospect might not care yet about your company and all the great things it has
going on• A prospecting might not really understand what your product/service is and does• This does not build interest, curiosity, and intrigue• It does not tell the prospect how you can help them• This can trigger guardedness – “Uh oh, sales person trying to sell something”
Ben
efit
s
Why do we do this?
Pro
du
ct
Co
mp
any
Fea
ture
s
Fu
nct
ion
alit
y
What we say when talking with prospects
Very inward focused – me, my product, my company
• Foundation of knowledge• Focus of training• Wealth of experience• Where we have interest• What leads to us getting
paid
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Inte
rest
An Alternative ApproachV
alu
e
Pai
n
Qu
alif
y
Cre
dib
ility
Ob
ject
ion
s
Prospect Focused
What we say when talking with prospects
• Get outside your comfort zone
• Identify how you help • Focus on the problems
that you solve
• Introductions• Cold calls• Emails• Networking• Company website• Social media• Presentations
Value
What is Value
• It is not your product, it is what your product helps your clients to do or to achieve
• Some examples of delivering value:– Improving processes– Helping to save time– Helping to save money– Helping to make money– Providing valuable information– Making someone’s day easier
Three Levels of Value
Technical Value
• Processes• Systems• People
Automation of manual processesImprove performanceDecrease time to perform workImprove reliability
Business Value
• Revenue• Costs• Services
Improve revenue / market share / close rateDecrease cost of goods sold / labor costImprove delivery of services
Personal Value
• Income• Career• Workload
Increased bonuses, commissionsRecognition and promotionsDecreased/increased workload
Identifying Your Value
Step 1: Identify a product / service, or featureProduct / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Identifying Your Value
Step 2: Identify what your product doesProduct / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Automatically submits orders to vendors based on inventory levels
Identifying Your Value
Step 3: Identify how that helps from a technical perspectiveProduct / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Automatically submits orders to vendors based on inventory levels
Decreases time spent ordering
Identifying Your Value
Step 4: Identify how that helps from a business perspectiveProduct / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Automatically submits orders to vendors based on inventory levels
Decreases time spent ordering
Decreases staff and labor costs
Identifying Your Value
Step 5: Identify how that helps from a personal perspectiveProduct / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Automatically submits orders to vendors based on inventory levels
Decreases time spent ordering
Decreases staff and labor costs
Improves work life balance
Identifying Your Value
Step 6: Repeat for additional products Product / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Automatically submits orders to vendors based on inventory levels
Decreases time spent ordering
Decreases staff and labor costs
Improves work life balance
Predictive demand forecasting
Predicts inventory needed based on historical data
Increases ordering accuracy
Decreases inventory costs
Improves end of year bonus
Management dashboard
Provides visibility across inventory and orders
Decreases time gathering information
Improves decision making and bottom line results
Improves promotion options
Identifying Your Value
Step 7: Summarize to arrive at your core valueProduct / Service
or FeatureFunction Technical Value Business Value Personal Value
Auto inventory replenishment
Automatically submits orders to vendors based on inventory levels
Decreases time spent ordering
Decreases staff and labor costs
Improves work life balance
Predictive demand forecasting
Predicts inventory needed based on historical data
Increases ordering accuracy
Decreases inventory costs
Improves end of year bonus
Management dashboard
Provides visibility across inventory and orders
Decreases time gathering information
Improves decision making and bottom line results
Improves promotion options
Inventory management software
Manages inventory levels and orders
Improves the ability to manage inventory
Decreases inventory and labor cost
Improves compensation potential
Creating a Value Statement
Short and Sweet Template
We help businesses to [insert technical, business, or personal value].
We help businesses to improve their ability to effectively manage their inventory levels.
We help businesses to decrease cost of goods sold and administrative time.
Creating a Value Statement
Connect Technical Value with Business Value Template
We help businesses to [technical value] and this often leads to [business value].
We help businesses to improve their ability to effectively manage their inventory levels and this often leads to a decrease in cost of goods sold as well as administrative time.
Creating a Value Statement
Connect Business Value with Technical Value Template
We help businesses to [business value] and do this by [technical value].
We help businesses to decrease in cost of goods sold as well as administrative time and do this by improving their ability to effectively manage their inventory levels.
Creating a Value Statement
Connect the Product with Value Template
We provide [insert product] and this helps businesses to [insert technical or business value].
We provide inventory management software and this helps businesses to improve their ability to effectively manage inventory levels.
We provide inventory management software and this helps businesses to decrease their cost of goods sold and decrease administrative time.
Messaging Workflow
Product
Value
Pain
Qualify
Objections
SalesScripter
www.salesscripter.com
What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
1. Asks all the key questions 2. Maps answers to document library
If You Want More Help• The Cold Calling Equation – Problem Solved
– Available on Amazon - $15.95
• Web-based training program– Week 1: Ideal Sales Process and Communicating Value– Week 2: Finding Prospect Pain– Week 3: Ideal Prospect and Qualifying– Week 4: Dealing with Objections and Getting Around the Gatekeeper– Week 5: Building Rapport, Interest, and Credibility– Week 6: Generating Leads and SalesScripter Overview– Week 7: Improving the Connect Rate– Week 8: Inner Game– Week 9: Managing Prospecting Meetings and Managing Sales Cycles– Week 10: Improving the Close Rate and Disqualifying
• SalesScripter– www.salesscripter.com – Walk-through services available
• SalesScripter Demonstration – Every Thursday
top related