9 November 2012
strong value proposition

There are some marvelous reasons that customers should be buying from you. Hopefully, you know what the reasons are. The customers that you have know what they are, that is why they do business with you.

I don’t know what the reasons are, because you haven’t told me yet. Your potential customers, the ones who are going to expand your business and increase your profits, don’t know either. An effective way to let them know is with a strong Value Proposition.

Your website needs to have a strong value proposition. Internet Marketing is about getting the message of your value proposition to as many of the right people as possible, but before you can spread the message, you need to have a message.

A value proposition is a little like your company’s Business Plan, Core Values, Mission Statement, or any other of those short statements that you spent a week trying to create in business school. The fact is, you don’t need any of these in order to actually do business, but if you have them, and have put the proper amount of thought into implementing them, they make reaching your business’s goals more efficient.

If you understand them, then you know how important these statements are to your organization, but ultimately they are all pretty much internal to your company. The Value Proposition is something that you want all of your potential customers to be aware of.

A value proposition is simply a short statement of why you will give the best value for the product or service that the customer is looking for. Many experts like to refer to the value proposition as a promise of value to delivered. It is more than this- the customer knows that promises mean little in comparison with results. The customer needs to be told why they should buy from you rather than your competitors.

Needless to say, if you don’t know why, it is in your company’s best interest to get it figured out. Now. Not later. Fortunately, if you have been in business for any length of time, you have an ideal resource to find out.

The only way you have been able to stay in business is by having customers. Keep in contact if you can, they will remember what it was like before they worked with your company, and should be able to tell you how it has improved. Soon you will begin to have a picture of what makes your company unique.

A strong value proposition needs to be brief, but there are important elements it will need to convey in that brevity. A simple definition of Value is expressed in the equation “Value= Benefits- Cost”. The value proposition should convey capability, impact, proof, and cost. With these four factors defined, the customer should be able to fill in the Value equation for himself.

Once you begin to have your value proposition in hand, even in a rough form, the next important step is to get the word out to your potential customers.

For help with that part of the process, we encourage you to sign up for a Free 30 Minute Consultation with Seattle SEO Consultant‘s own Chad Morgan. Chad will help you find the best way to effectively get your company’s message on the Internet and onto the screens of people who are ready to buy!

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