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Customer Value Proposition Creating and Giving Your Customer More Benefits |
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By Vadim Kotelnikov, Founder, Ten3 BUSINESS e-COACH – Innovation Unlimited!, 1000ventures.com
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"Price is what you pay. Value is what you get." – Warren Buffet |
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What is Value Proposition? Value proposition is a description of the customer problem, the solution that addresses the problem, and the value of this solution from the customer's perspective. Why Customer Value Proposition? Your company should deliver a particular customer value proposition to a definable market in order to exist. Competition is all about value: creating it and capturing it. "In fact, your values are the reason you do everything you do. Plain and simple. And since everyone on this planet holds to these values, effective marketing targets the corollary emotions that run as conduits from these mission control centers. This is the secret to instant access into someone’s subconscious mind. It is also the answer to doing this so effectively that the subconscious literally kicks the conscious mind of your target market in the seat of its pants and compels it to do something. These control centers work to drive the behaviors of everyone. If someone values what you have, they will trade you their money for what you have. Now that’s a value!" says Mike Litman.8 What Is Perceived Value to the Customer? You can charge the customer the value provided, regardless of its cost. "If the price charged for an item is commensurate with the benefits provided, then it will be considered a good value in the mind of the buyer. But remember, there are limits even in a monopolistic situation."1 Make the Competition Irrelevant By: John MehrmannThe Value Proposition. For each option that you present to the potential customer, provide a value proposition. Your value proposition should be something that can be conveyed in three to five bullet points, three to five sentences, or spoken in thirty seconds or less. You should be precise and succinct. Present the value proposition from the customer point of view. For example, rather than say "we ship in three to five days", you could say "the product will typically arrive at your door in three to five days". Rather than say "we have the fastest process", you could say "our process is fast, so you get results faster"... MoreWhy People Purchase? And How To Get More Of Them To Purchase From You Now? “Let’s get right down to the heart of the matter. The power, the force, the overwhelming urge to own that makes advertising work, comes from the market itself, and not from the copy.
A powerful quote. As an entrepreneur, the purpose of your marketing efforts is to direct desire. People do what they want…desire…to do and this is rooted in six values that are universal to everyone. So it stands to reason that if these values are universal and if they like a puppeteer pull the strings on how people feel, then all you need to do in your marketing efforts is tap into a value system with copy that stirs the emotions. How To Create Amazingly Seductive Offers An irresistible offer is an "invitation" that is so clearly compelling, so powerful, and so obviously attractive that no one in his/her mind could refuse. The million-dollar question is: how can you make your offers amazingly seductive?
Here’re some "Whip Up An
Immediate Buying Frenzy" tips...
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Look At Your Company From Outside-In
As Well As Inside-Out
By: Masaaki Imai
What needs do you satisfy now?
What need
could you satisfy now?
In future?...
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Competitive Strategies
Customer
Value Proposition
Survival Strategy: Low
cost/benefit ratio
Market Leadership Strategy:
creating
higher customer value and positioning...
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Discover much more in the
FULL VERSION of e-Coach Knowing People and Understanding Their Perceptions... Design Your Core Marketing Message... Describe Your Unique Advantage... Emotional Marketing... Experiential Marketing... Unique Selling Proposition (USP)... More Value-Added (MVA)... How Do You Create Value for the Customer?... Value Innovation: Two Fundamental Questions... Three Generic Value Propositions (Value Disciplines)... The Best Technique to Win the Customer Over... What Is Your Business Design?... Differentiating with Different Types of Customers... 10 Commandments of Power Positioning... Differentiation Strategies... Features Tell, Benefits Sell...
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