Developing your compelling value propositions
Understanding customers – Difference between WHAT and WHY

Different people buy in different ways depending on many factors. You may use a low-cost airline because you cannot afford to pay more, or simply because their flight times match your schedule. You may select a telecom provider because they are the cheapest, or because of their best-in-class customer service. You may prefer buying from your local grocery store simply because it is closest to your home, or maybe because it guarantees the organic nature of their food products. Do you know why customers buy from you?

Most organizations are good at explaining WHAT they offer. They do a decent job describing the features of their products or services. Many can describe the benefits these features will generate. Yet this does not guarantee the deal. Customers don’t just buy what you have on offer. They want to understand WHY they shall buy it, and why they shall buy it from you. Therefore you shall clearly articulate what is in it for them.

A good value proposition addresses the needs behind the initial customer request. It provides compelling answers to why a customer should buy from you. It addresses the importance and urgency of selecting you. And in a complex selling environment, it acknowledges that different decision-making stakeholders may have different needs.

SOLIDIFY can help you develop compelling value propositions that focus on your customers’ reasons to buy. We help you analyze market and individual customers’ requests, and help identify key decision-making drivers. We then help you translate the benefits of your products or services into a clearly defined and well-structured value message. Being aware such value often is beyond the sell price…

How may SOLIDIFY help you?
Training
  • Customer centricity
  • Outside-in thinking
  • Consultative selling
  • Value propositioning
  • Network thinking
  • Team collaboration
  • Management games
  • Business games
  • Roleplays
Consulting
  • Client decoupling point setting
  • Supply chain blueprinting
  • Value proposition development
  • Value proposition health check
  • Sales pursuit orchestration
  • Team coaching
  • Value stream mapping
  • Organizational design
  • Workshop & meeting facilitation
  • Project management
Education
  • Supply chain management
  • Logistics
  • Business cases
  • Talent programs
  • Module & curriculum design