Sales Prospecting, Success Mindset

value propositionSo how does your value proposition look? Can you describe what you do in terms of tangible business results? Do you have documented success stories?

Or do you need to do some work to enhance your value proposition? If it’s not strong enough yet, don’t despair. Most people and companies have a much stronger value proposition than they realize.

Here are 3 ways you can unlock the impact your product or service has on on your customers' business objectives:

1. Define Your Tangible Value

Tangible value is directly related to your offering and highly measurable. It's typically expressed in numbers or percentages. Examples might be:

  • Reduce cycle time from 3 days to one
  • Cut labor costs by 25%
  • Save $100,000 in energy costs
  • Increase market share 5%
  • Improving productivity 17%

Typically tangible value gains also have related intangible value gains that aren’t as obvious, but help strengthen an already strong value proposition. For example, improving productivity means fewer workers. With a smaller workforce, the company saves a significant amount in the benefits area. Less money is spent in recruiting and hiring. These savings can also be quantified as part of your value proposition.

A well-designed web site may cut the need for customer service staff. A more efficient JIT ordering process decreases the amount of warehouse space and its associated costs. A digital asset management system’s ability to repurpose data reduces advertising expenditures. Always try to quantify the indirect values as well as the direct ones.

2. Convert Intangible Value into Tangible Value

Sometimes the value of your offering is not quite so measurable – such as lowered risk, increased teamwork, improved marketplace image, or better morale. Intangible value doesn’t sell well in today’s economy. Most decision makers consider it a nice added benefit, but won’t spend money for a solution that only provides soft value.

To increase your sales success, take these intangibles and make them tangible. Find ways to quantify their value to customers.

3. Outline Opportunity Costs

Opportunity Costs can also strengthen your value proposition. An opportunity cost is something your customer can’t do now because of their current methods of operation. For example, it’s what they could be doing with the $500,000 savings they’d get from using your product. Or it’s the business strategy and associated profits they can’t aggressively pursue because of the internal conflicts that delay decisions. 

For more information about how to strengthen your value proposition, download the value proposition kit:

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