The “VP” answers these questions:
- How can you help my business?
- What difference do you make?
Solid answers to these two questions will get your foot in the door of your next corporate account.
There is another question that is being asked silently: “Why should I waste my time talking to you?”
I want you to spend some uninterrupted time thinking about these three questions.
Hint: Weak Value Propositions are not measurable or quantifiable. They also include the words best, leading, and superior.
Remember corporate decision makers do not care about your service’s speed, specifications, or efficiency. They don’t even care about the wonderful methodology you use.
So what do corporate decision makers want to hear? They are attracted to phrases that are linked to their business goals and objectives.
- Increased revenue
- Faster time to market
- Decreased costs
- Improved operational efficiency
- Revitalizing the organization
- Enhancing customer loyalty
- Increased market share
- Decreased employee turnover
- Improved customer retention levels
- Increased competitive differentiation
- Faster response time
- Decreased operational expenses
- Minimized risk
- Additional revenue stream
- Reduced cycle time
- Faster sales cycle … you get the idea.
Note: This list taken from Jill Kontath’s book titled: “Selling To Big Companies”
The more specific your value proposition, the more attractive it is to decision makers.
Perspective customers should be able to visualize exactly what value you bring to their organization.