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And 'natural for clients of the probe, which in it for me "deep interest before making a purchasing decision. When customers a product or service that a lot of questions and weigh the advantages and disadvantages of different gain to buy the product. I'm probably the cost-benefit analysis to do. This analysis should tilt strongly in favor of benefits for the purchase of wages. Obviously it comes to offering more performance, the greater the likelihood of purchase. In fact today, the expectations of customersalmost explodes. In this age of instant gratification, speed, quality of service, and everything else will be measured and weighed about the product before purchasing.
Companies and salespeople should get the customer what they expect to benefit when they buy their product. A value proposition is a statement of the product / service and financial benefits that customers would benefit if they buy the product or service. The more complicated and has resulted invalue proposition, the stronger it becomes. A strong value proposition necessarily leads to a sale.
The value proposition should be the customer
A proposition in some form might value - quality of product, better customer service, fast delivery, progressive discount, savings, etc. Your proposal of dollars of value should discuss the benefits that customers and converts that they should be.
Keep Low PricePropositions Away
Phrases such as "benefit greatly", "you have a chance to win," you are assured of great service is "not convinced demanding buyers. Sellers not using distribution lines as a standard of success:
or Our product will save you precious U.S. dollars
Or receive numerous benefits
or Our technical superiority will save you money
Either we are the best when it comes to saving money
These statements are vague and too general. With these lines andReplies in the value proposition does not impress or convince you to buy the view.
Use strong value proposition statements
It must be reflected in the statements Value Proposition. Returns must be convincing and verifiable strong.
O This new policy will save $ 10,000 per year and offer more coverage
or our customers have increased their business by 20-25 percent with our business services solutions
Or to save on wasteThe management is almost one per cent or $ 1,300.00 per year
Or save $ 10.00 per year per computer for energy savings
These are just some examples of strong value proposition statements. The best way to deliver the value proposition in order to quantify in terms of dollar value. The immediate benefits to customers, compared with the competition. If competition does not work, then estimated the value of their capacity in the document to your product orService tends to be the desired solution. A strong value proposition, with numerical data, has the potential to differentiate into competition with your product or service.
Do not ignore small numbers
Ignoring small numbers in your value proposition is not advisable. There are a number of leaders that you schedule a meeting with when you send it Value Proposition states that the product or service can reduce their wasteThe administrative costs to 1 percent. This figure may seem small, but businesses, the millions of dollars in business is just part of this recession, because every penny saved on waste management, the stroke is applied. The small numbers do not apply to waste management alone. Even a small feature such as energy saving, when printers are turned off can be switched to decide their marketability.
To be brief and orderly
Keep the statements short value propositionand orderly. You should be the final figures, not to mention the customer through complex calculations. The dollar should provide correct figures. In particular, you should inform the customer to verify the numbers with the reference to authentic sources.
Unique Value Proposition (UVP)
Develop a unique value proposition for the competition is always a step ahead and get the warning. Convert the EIA in dollars, so that the customer would know exactly what should befor-profit businesses with you. IBM offers services such as its unique value proposition, instead of cutting its price. increased in recent years, their activity is based mainly on the base. Since we put in quantifiable, it is necessary to remember that IBM has increased its sales by nearly five percent in the third quarter of 2008 compared to same period in 2007. 23500000000 USD worth of $ 14. 8 billion fromservices provided.
The fact that a well-written Value Proposition garnished with U.S. dollars is difficult to understand and must be compared easily in the minds of managers and entrepreneurs. The client is motivated to buy, if the benefits were made available in dollars, there are two ways to learn.
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