SELLING vs. CREATING REASONS TO BUY myself :
in.linkedin.com/in/rajuvelayudhan/ email :
[email protected]
the aspect of their product that many startups mistakenly focus
on during their sales pitch :: FEATURES
the key aspect that makes a product worth buying :: THE VALUE
PROPOSITION
what is value proposition ? :: TANGIBLE BENEFITS (both
qualitative and quantitative) that the product offers to the
customer
different kinds of value propositions :: ownership related
benefits related cost of owning cost of maintenance status symbol
cost reduction process optimization reliability, usability
value proposition shall be tangible and (preferably) measurable
:: examples can reduce cost of operation by 8% can increase
efficiency in invoice processing by 12% is 30% less costlier than
the competitor product improves availability by 25%
provide opportunity for customer to validate the value
proposition :: examples customer references verifiable case studies
/ testimonials third party audit reports
the take away :: dont sellprovide reasons to buy define
verifiable, measurable value propositions highlight them
consistently across all sales tools web, brochures, demos, case
studies make sure customer enjoys the value at the end of the
day
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