What Makes Us Stand Out? Let Jill Hone Your Value Prop
If one thing is clear in today’s moving-past-recession (we hope!) selling environment, it’s that you darned sure better make a great case for how you deliver value and help solve pain. Toward that end, and to stand out from your competition, you need a superb value proposition.
That’s why I believe Chapter 9 is the most important in Jill Konrath’s great new book because it tells you how to craft a value proposition that concisely spells out the tangible results a customer gets from using your product or service. The book is SNAP SELLING: Speed Up Sales and Win More Business with Today’s Frazzled Customers.
We all need crisp value propositions for utmost impact. When I started my own communication business, I wrestled with this. Telling someone I write and edit (and also run webinars) is sort of ho-hum. So, how could I convey how working with me -- how my expertise -- will really pay off for you?
Eventually, I settled on “I make written content sparkle so entrepreneurs and small business sell more products and services.”
Then I read “SNAP Selling” and Jill’s formula for creating a value proposition to reach today’s crazy-busy buyer. Now I’m using “I help entrepreneurs strengthen their written communications and shrink the time they must devote to them so they can focus on their business.” Better? It’s a work in progress, for sure, but headed in the right direction, thanks to Jill.
You can read about Jill’s value proposition generator in SNAP Selling and/or get a download from SNAP Selling.
The beauty of Jill’s writing (also read Selling to Big Companies) is her straightforward, easily understood real-world tips and advice that you can put to immediate use. For that matter, when it comes to value propositions, mission statements, and taglines, two other business experts really stand out for me. Joanne Victoria, author of Vision with a Capital V – Create the Business of Your Dreams, and Nancy Solomon, author of Impact! What Every Woman Needs to Know to Go From Invisible to Invincible, are wonderful people and great resources.
Like Jill, they really create value.
