Target Marketing

Know Your Value Proposition

When you’re selling something, it’s important to know why people will buy from you. What makes your product or service unique? What makes your business unique? Why will people choose you over your competition? This is called your “value proposition.” And once you understand your value proposition, you will be able to explain your products and services to your clients with a clear and persuasive message that will really hit home and get more clients interested in you.

Start by describing what your company does or what your products or services do. Make this purely factual; don’t worry about putting any spin on it. Now, ask yourself a critical question: ‘Why does this matter to my clients?’ Figure out the answer. And ask the question again, of the answer you just came up with: ‘Why does this matter to my clients?’ Keep answering and asking, until you come up with the very deep, fundamental reason why people buy from you.

Now, you’ve got an outstanding value proposition that should form the basis for every marketing material you make.

This is an excerpt from Entrepreneur You.