Welcome back! The topic of today's lesson is value proposition and what makes it so important. A value proposition is a simple statement that summarizes why a customer should choose your product or service.
Value propositions are designed to help you distinguish your offer from that of your competitors and get the potential clients hooked right away. Coming up with a solid value proposition that speaks to the hearts and minds of your clients is no easy task - but it doesn't mean that we can't learn how to do it. Here, you can see the essential components of a strong value proposition.
Let's take a closer look. When it comes to buyer's motivation, the reasons that make people want to buy things are usually grouped into three categories: first one, is Relevance. Your product has to solve particular problems and address the real needs of your customers.
So, the second one: is Differentiation. Your solution has to stand out among the competition and be as unique as possible. The third one: is a Quantified value.
Your product has to deliver real, practical results that can be measured. Only this way you can earn your customers' trust. These are the building blocks of your value proposition.
If you leave one of them out, it will become disbalanced and lose its appeal completely. For example: if you leave out the Relevance part, your clients won't be simply interested in your product. Or if you leave out the Differentiation part, your clients will start to think your solution is not worth paying for.
And if you leave out the Quantified value, the clients won't trust you and will be reluctant to even try, since you don't have any proof your solution works. As you can see, all of these three elements have to be equally present in your value proposition. Now, let's take a look at value preposition example that you, as a Bitrix24 partner, can use.
It may go something like this: "we are a digital agency offering a wide range of marketing services. Having been a Bitrix24 Gold Partner since 2013, we now got over 500 successfully completed projects under our belt. " Now, the Relevance part.
"Our main goal is to help businesses work faster, better, and more efficiently using the most advanced tools provided by Bitrix24. If you ever experienced decreasing or stagnating sales, client date and mishandling, slow decision-making, lack of reliable marketing data, or generally low work efficiency, then we just might know the answer to your problems, and that is Bitrix24. And here comes the Quantified value part.
"We deliver real, tangible results with every project that we work on - 90% of our clients report positive changes in their sales dynamics within the first month after Bitrix24 implementation. On average, every our client saves up to $1000 on business software per month - mostly due to the fact that we replaced the multitude of their services and subscriptions with a single solution at a very competitive price. " Finally, the Differentiation part.
"We deliver top-notch quality projects on time always exceeding our clients' expectations. In addition to the full-service guarantee, we offer 24/7 customer support and special discounts for large-scale implementation projects. So, that was a sample value proposition.
Of course, it doesn't always have to be that big - you can trim it down to just a few sentences. But make sure, those sentences cover all three basic components - Relevance, Differentiation, and Quantified value. So what's the best place to place your value proposition?
- Obviously, it will fit nicely onto your website where you can also back it up with your certificates, case studies, testimonials and etc. Our long-time partners know this and use the "experience" and "competence" factors all the time since they're really important, especially when it comes to large projects. But what about guys like you who haven't worked with a lot of clients yet?
Well, there is always a way out - here is a nice example of a value proposition for a Bitrix24 partner, who is just starting out. - "We are a young and ambitious team of professionals who love CRM and know everything about sales. Relevance: "Among our clients are mostly small IT businesses and startups, who are looking to increase their sales, but not willing to spend a fortune on a CRM system.
In addition to that, we can help you set up a proper task management system that will streamline your business processes and increase your team efficiency. " Quantified value: "When we work on a project, our main goal is to get the most of the client's budget while achieving practical results - whether it's increasing sales by 30% or decreasing overhead expenses by 15% within the first three months after implementation. Your goals are our imperatives.
" Differentiation: "Not having a staff of 500 people across 7 countries allows us to be mobile, flexible, and make sure every client gets our full, and immediate attention. We work fast and offer solutions that last. " So, this was an example of a value proposition that you, a Bitrix24 partner without much experience, can use.
Now, let's recap the things we've talked about in this lesson. Value proposition is a statement that features the reasons why customers should choose your services. Value propositions are important since they help to distinguish your offer from that of your competitors and spark an interest in your potential clients.
An ideal value proposition should feature the three main elements: Relevance, Differentiation and Quantified value. That does it for today's lesson! Thanks for watching and see you real soon!
