Last week I talked about how to deliver the Value Proposition in a way that will be accepted more often than the most common way I see it delivered today. Here’s some food for thought on how to actually define your Value Proposition into a powerful message.

Take a moment (okay, it will take more than a moment, but it will be worth the effort), and write down every challenge your customers have that your solution addresses. Then write down each feature your solution delivers and the benefit(s) your customer derives from each.

Once you’ve gone through that exercise, pick the most powerful and most quantitative and place this in the ‘reason for calling today’ portion of your script. Just remember to phrase it in terms of what your customer is telling you about the result, not your opinion (see last week’s Blog).

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