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.
Yin-Yang of Customer Value Creation
Is Problem Solving
Why Customer Value
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.
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
Selling: 3 Components
3 Strategies of Market Leaders
Blue Ocean vs. Red Ocean Strategy
Why People Purchase?
Why 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. Copy
cannot create desire for a product. It can only take the hopes, dreams,
fears and desires that already exist in the hearts of millions of people,
and focus those already existing desires on to a particular product. This is
the copywriter’s task: not to create this mass desire – but to channel and
direct it, ” wrote Eugene Schwartz.
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
What Is Perceived Value to
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
Create Customer Value: 10
Define Your Internal Core
To create a business-generating marketing
program, the first direction to go is inward. Before you create your
outward-reaching promotional materials, you've got to get a fix on your
internal Core Marketing Message –
in other words, what
customer value are you selling, and why should anyone care?...
Describe Your Unique
Differentiate – describe the unique advantages of your service over your
competition, and what makes you special, memorable, and stand apart from
your competitors. Strong differentiation techniques include uniqueness,
leadership, attribute ownership, heritage, your philosophies and values,
If you feel uncomfortable to boldly claim your
own special qualities, seriously ask yourself the question "What would
be different about the world if you were not here?" and your special
attributes will emerge for you.9
To Win: 3 Strategies
Do Your Customers Enjoy
Buying from You?
Why would people want buy from you if they
doing so? Making what you have to sell
fun to buy is simply
taking the whole process one step further. "If you can make your customers
laugh, and excite them with your vision of what life can be, they are not
going to walk into your outlets, but run into them.
Running a successful business should be fun for you, and there's every
reason why you should be able to communicate that sense of fun to your
customers. Certainly, if you aren't having fun, you probably aren't running
What Is Your
Marketing & Selling Strategy at
Company Growth Stages...
Market Research: Defining Market Segment
& Customer Profile...
Best Technique to Win the Customer Over...
Understanding Risks Perceived by Customers...
Marketing and Selling Is All About
"When" Is a New "What"...
Three Stages of the Marketing Process...
Get the Most Out Of Information
from Successes and Failures...
Two Main Ways
to Grow Revenue...
to Your Customer...
Market Segmentation – Divide and Conquer...
Differentiating With Different Types of
Case in Point
Case in Point
Case in Point
Dad, Poor Dad...
Case in Point