Selling Online or Face to Face: Is your Value Proposition fit for Purpose
The current pandemic has been challenging for everyone, but it has provided some breathing space for personal reflection, our well-being, our family’s health, career aspirations, and preparation for life post lockdown.
The new ‘normal’ and social distancing will be strange for most, but as we have witnessed over the last couple of months, ‘necessity is the mother of invention’. Rather than those face-to-face meetings we have all become accustomed to, we’ve seen a shift to video calls with platforms such as Zoom and Microsoft Teams.
So how prepared is your sales organisation for the new ‘normal’?
The lifeblood for many businesses’ is the acquisition of new customers. Perhaps your sales activity has slowed down, your new customer interactions stalling?
How do you reignite those customer contacts? How do you continue to attract new clients? What motivates people to choose your products or services over the hundreds of alternatives? What makes your proposition better than the rest?
The answer could be your ‘Value Proposition’
A Value Proposition (VP) is a set of clearly defined benefit statements that make your organisations products or services appealing to your clients. The formulation and articulation of your value proposition – the reason why people should work with you, is vital for your sales performance, yet misunderstood and undervalued by so many organisations.
Is your value proposition fit for purpose and how does it differentiate you from your competitors? Are you, your sales teams, customer relationship managers, business development managers, and anyone else involved in representing your organisation, proactively promoting your value proposition to your clients and prospects?
Does this form part of your sales process? How can you be sure?
Unfortunately, many businesses either bury their value proposition in buzzwords or trite, meaningless slogans, or don’t bother communicating your VP with their customers and prospects.
As an example, here is the high level Salesworxs value proposition, the full version can be found here on our website:
- Defining Your Value Proposition
- The Right Impression
- Engaging Communications
- Memorable Pitch
- Improve Sales
So If you’re looking to ‘road test’ your value proposition and sales presentation? Why not send me a copy of your latest credentials presentation? We’ll review it and provide you with a Health Check Report that scores your value proposition and presentation, FREE OF CHARGE.
My experience as a client…
I have had the honour of working with some great organisations over the last 25 years, and I know first-hand how difficult it can be to differentiate your offering.
I’m delighted to be now working with Richard Newman, CEO of Salesworxs. I’ve known Richard for over 15 years and I was a customer for over 10 years. Richard and his team have produced a range of bespoke sales communications and value propositions that have helped me and the organisation I’ve worked for, significantly improve our ability to differentiate, communicate effectively, and ultimately sell more.
Salesworxs has a proven ability to create compelling, concise, and consistent value propositions and sales tools that help you stand out from the competition. I’m delighted to be working with an organisation that has a proven track record in formulating winning value propositions that improve sales performance.
By partnering with us you will win more business and we can prove it. Typically, you will experience a 25% uplift in ‘generic’ win rates and an 80%-win rate on pitch specific presentations. Clients include some of the largest global brands as well as SME’s and funded startups.
Call me on (M) 07971 837211 or email me firstname.lastname@example.org.
Whatever the new ‘normal’, make sure you’re ready to tell your story in a way that engages your audience and drive sales performance.
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