The value proposition is how you position your brand in the potential customer’s mind. It is a statement that summarizes your benefits to the company that you will create in the minds of your target audience.
The value proposition should strongly influence the purchasing decision of your product or service and should indicate that you are the best choice.
While companies implement the value proposition in B2C products, the concept of emotional benefit is not valid since the purchasing decision in B2B will be a rational approach, not an emotional one.
The value proposition is part of a company’s overall marketing strategy. A value proposition provides a statement of intent or an idea introducing a company.
The value proposition can be presented as a business or marketing statement used. This statement, when worded persuasively, convinces a potential consumer that a particular product or service the company offers will add more value or solve a problem better than other similar offerings.
How is the Value Proposition Determined?
A value proposition is a promise made by a company to a customer or market segment.
The purpose of the value proposition is to provide an easy–to–understand the reason why a customer should buy a product or service from a particular business.
The value proposition should clearly describe how a product satisfies a need, communicate the characteristics of its added benefit, and state why it is better than similar products on the market.
The ideal value proposition is topical and addresses the customer’s most vital decision–making factors.
How Should the Value Proposition Be?
Therefore, it should always be prominently displayed on a company’s website and other consumer touchpoints.
It should also be intuitive so that a customer can read or hear the value proposition and understand the value delivered without further explanation.
Prominent value propositions tend to use a specific structure.
A successful value proposition typically has a solid and clear headline that communicates the benefit to the consumer. The title should be a single catchy phrase, phrase, or even a slogan. However, it often includes catchy slogans that become part of successful advertising campaigns.
Usually, a subheading will be provided below the main heading that expands the description of the value delivered and gives a specific example of why the product or service is superior to others in the consumer’s mind.
The subtitle can be a short paragraph, typically two or three sentences long. The subheading is a way to highlight key features or benefits of products. It often benefits from including bullet points or other ways to highlight salient details.
This structure allows consumers to scan the value proposition and understand product features quickly. Visuals increase the ease of communication between the business and the consumer.
A value proposition is not:
- A slogan: A slogan is “a slogan or small group of words that are combined in a special way to describe a product or company.” Slogans are not valued propositions, but many brands combine the two.
- An incentive: Incentives are not valued propositions, but often brands confuse them.
- Not a positioning statement: A positioning statement is how a particular product, service, or brand fills a consumer’s specific need in a way that its competitors do not. So if it’s not immediately apparent that your company can meet their needs, they will likely look elsewhere.
A value proposition is:
- Attracts the right leads and increases the quantity and quality of leaders: This increases your chances of attracting the right leads for your business and finding higher–quality leads who are more likely to convert into customers.
- It makes a substantial difference between you and your competitors: You have competitors almost no matter what you do. A compelling value proposition tells the ideal customer why they should buy from you and not the competition.
- Increases customer understanding and engagement: A strong value proposition helps your customers truly understand the value of your company’s products and services. It also helps your ideal customers see how your services benefit them and make it the best option available.
- Provides clarity of messaging: A strong value proposition lets your customers immediately understand what you’re offering. In addition, it also allows you to convey your message clearly on all main landing pages. These include your homepage, product pages, and category pages.