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  • You Exec - Value Proposition Free

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    Ck Willium
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    This document provides a framework for developing a strong value proposition. It discusses key components such as defining the target market, determining customer value through benefits and differentiators, and substantiating claims. The value proposition should focus on solving customer problems or improving their life, not just providing product information. It also introduces tools for mapping customer value and analyzing how the offering delivers clear benefits versus alternatives.

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    This document provides a framework for developing a strong value proposition. It discusses key components such as defining the target market, determining customer value through benefits and differentiators, and substantiating claims. The value proposition should focus on solving customer problems or improving their life, not just providing product information. It also introduces tools for mapping customer value and analyzing how the offering delivers clear benefits versus alternatives.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    38 views6 pages

    You Exec - Value Proposition Free

    Uploaded by

    Ck Willium
    This document provides a framework for developing a strong value proposition. It discusses key components such as defining the target market, determining customer value through benefits and differentiators, and substantiating claims. The value proposition should focus on solving customer problems or improving their life, not just providing product information. It also introduces tools for mapping customer value and analyzing how the offering delivers clear benefits versus alternatives.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 6

    IS IS NOT

    EXCLUSIVE DESCRIPTION
    How well does it highlight your competitive A description or your services
    advantage & set you apart? and passions.

    VALUE PROP
    PAIN-FOCUSED INFORMATION
    How will your product fix the customer’s Information about your company,
    problem or improve their life? product and service.

    SPECIFIC SLOGAN
    What are the specific benefits Write some slogan or catchy phrase
    your target customer will receive? for your brand.
    VALUE PROPOSITION BUILDER
    FRAMEWORK

    01 MARKET 02 VALUE 03 OFFERINGS

    The specific group of customer you Benefits minus costs, as perceived by The product and service mix

    are targeting the customer you are selling

    06 PROOF 05 DIFFERENTIATION 04 BENEFITS

    Substantiated credibility and How you are offering from How your offer delivers

    believability of your offerings and better than alternatives clear customer value
    COMPONENTS OF A STRONG VALUE
    DIFFERENTIATION

    VALUABLE VALUE PERCEPTION GAP


    “I want” & “I need ”

    DIFFERENTIATED SELLER
    SELLER CUSTOMER
    CUSTOMER
    “No alternatives are as good” Value
    Value Proposition
    Proposition Value
    Value Perception
    Perception

    SUBSTANTIATED
    DECISION TO SELL DECISION TO BUY
    “I trust” & “I believe”
    CUSTOMER VALUE MAP
    HIGH

    Poor Value
    Company 1

    Company 3
    Relative Price

    NE
    E LI
    A LU
    - V
    A IR
    Company 2 F

    Company 4
    LOW

    Excellent Value

    LOW Relative Satisfaction / Quality HIGH


    PRODUCT CUSTOMER

    GAIN CREATORS GAINS

    Describe how your products and services Benefits customers expect, desire, or
    create customers gains would be surprised by.

    PRODUCT & JOBS


    SERVICES
    What specific customer
    List of products and segment is trying to get
    services your value done
    proposition is built
    around Describe how your products and services eliminate
    customers pains, negative emotions or undesired Negative emotions, undesired costs,
    costa and situations situations and risks

    PAIN RELIEVERS PAINS

    Company: Product: Substitutes:

    Ideal customer:
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