Over and over again, I am going to come back to the point that the most important aspect of any revenue generation model you decide to use for your business is going to be built upon a foundation of the value that you create for your customers. This value has to be expressed in the value proposition that you use as a promise for your prospects and clients.
Your value proposition is a promise between you and your clients…
To make sure that your revenue structure supports your goals and objectives and does a good job of delivering on your value proposition, you need to make sure that you spend a good deal of time focusing on the value proposition.
1. Understand the market that you are approaching
If you aren’t careful, you can water down your value proposition and make it meaningless to your target market.
This can often happen when you find yourself trying to focus your efforts on several industries or types of buyers at once.
In business to consumer marketing, agencies and marketers will often look for the “lowest common denominator” as a way to find a way to reach the largest number of buyers.
In your case, this might not be the best strategy and you may want to consider tailoring a few different pitches that you can use depending on the situation and market you are hitting, instead of looking to maximize your coverage.
2. Always focus on your call to action
One of the things about a value proposition is, you need to ensure that you have a call to action at play in there somewhere.
Without a call to action, you won’t necessarily know for sure whether or not your value proposition is effective.
Do you need sign ups or buys?
Do you need someone to call a number?
What do you need?
3. Proof is essential
When I am talking marketing with a lot of people, they get very caught up in the features and benefits of what they are doing.
You may know the kind of thing that I am talking about.
Where someone talks about their design work, and their devotion to their clients, their integrity, and on and on.
What you want to do instead is flip the script on this kind of thing and actually talk about what’s in it for your clients and prospects.
Do you cut their time to market?
How do you help them make money?
Or, save time?
What do you do?
If you spend some time focusing on these areas of your value proposition, you are going to have a much better time delivering a value proposition that gets results.