Be The One To Add Value First

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A value proposition summarizes why a customer should use your product and defines the value they will receive. It is typically short and generic.

These statements can be powerful and impactful in the early stages of the buying process. The value proposition doesn’t actually add value; it might show the possibility but doesn’t add anything.

The Difference Between A Value Prop and A Value Offer
According to Tony Hughes of RSVP Selling, “Your value proposition must therefore be focused on specific and tangible benefits for the customer, and directly linked to the resolution of their specific problems or opportunities – the bigger the better.”

A value offer, on the other hand, is specific; it is sweden telegram data account-based and tailored to each buyer. The value offer is used in the middle of the buying process.

Instead of being a sentence or paragraph, it can be multiple pages long if presented in a compelling manner. The value offer is a well-thought-out deliverable that adds immediate value to the buyer.

According to a study by Corporate Visions, “74% of buyers chose the company that was the first to add value.” To be the first one to add value, you must first have the necessary conversations. Therefore, you must reach out to people. Call them, message them on social media, go to conferences— just find a way to connect.

Once you make a connection and begin having sales conversations, you must then have the knowledge and process to give them something no one else can. Much of that will be in your value offer.

There are four main things you must do to make a great value offer.

Always Prove Value
It’s basically pointless to say that you are better than someone else, or your product is better. Let other people say it in testimonials. The more proof you show, the better. You can also use case studies, articles and third-party reviews.