To be honest, without ammunition, the Vikings actually would not have had a hope. For a start, Brian and his gang of Celts, would not have known what the machine guns were, and secondly, the Vikings would not have had any other weapons to combat the fury of the zealous Celts.

It is vital that you have ammunition for your machine guns! Your Value Proposition, expressed in terms that your customer understands, is what gives your marketing the firepower required to get results. Without the right message, no-one will understand what you really stand for!

Creating your Value Proposition

So how do you go about creating your unique value proposition? First it is vital that you are disciplined, and you have to hand the following material.

• A list of all customers
• For each customer you need to identify
  
  

  • What they bought
  • A testimonial and/or value statement from those customers
  • Where they are geographically based
  • The industry they are in
  • Their size and turnover

• A list of your competitors and informat
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  To be honest, without ammunition, the Vikings actually would not have had a hope. For a start, Brian and his gang of Celts, would not have known what the machine guns were, and secondly, the Vikings would not have had any other weapons to combat the fury of the zealous Celts.

  It is vital that you have ammunition for your machine guns! Your Value Proposition, expressed in terms that your customer understands, is what gives your marketing the firepower required to get results. Without the right message, no-one will understand what you really stand for!

  Creating your Value Proposition

  So how do you go about creating your unique value proposition? First it is vital that you are disciplined, and you have to hand the following material.

  • A list of all customers
  • For each customer you need to identify
    
    

    • What they bought
    • A testimonial and/or value statement from those customers
    • Where they are geographically based
    • The industry they are in
    • Their size and turnover

  • A list of your competitors and informa
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    s.

    It is vital that you have ammunition for your machine guns! Your Value Proposition, expressed in terms that your customer understands, is what gives your marketing the firepower required to get results. Without the right message, no-one will understand what you really stand for!

    Creating your Value Proposition

    So how do you go about creating your unique value proposition? First it is vital that you are disciplined, and you have to hand the following material.

    • A list of all customers
    • For each customer you need to identify
      
      

      • What they bought
      • A testimonial and/or value statement from those customers
      • Where they are geographically based
      • The industry they are in
      • Their size and turnover

    • A list of your competitors and informa
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      >

      Creating your Value Proposition

      So how do you go about creating your unique value proposition? First it is vital that you are disciplined, and you have to hand the following material.

      • A list of all customers
      • For each customer you need to identify
        
        

        • What they bought
        • A testimonial and/or value statement from those customers
        • Where they are geographically based
        • The industry they are in
        • Their size and turnover

      • A list of your competitors and informa
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        l>

      • What they bought
      • A testimonial and/or value statement from those customers
      • Where they are geographically based
      • The industry they are in
      • Their size and turnover

    • A list of your competitors and information on their products.
    • An industry specific magazine that your best customers would read
    • A print-out of the Mission statement of your best 5 customers

    We run ? day and full day workshops on this, using tried and tested questions to get you really thinking about what your offerings provide. However you can try do this yourself, if you budget is limited.

    Which ever category you fall in, I suggest, that to avoid firing blanks with your marketing budget, you undertake this exercise, and start getting the results you deserve.

    Step 1 - Know your customers

    To really be able to market successfully, and by successfully, I mean getting qualified leads that turn into sales, you must relate to your prospects. If you already have customers, then they must like what you are offering. But what was it about your offering that made them buy?

    Ask them!

    You need to be able to identify their

    • Needs – what need in their business or life are you fulfilling?
    • Wants – What do they really want, because a lot of purchases are based on wants not needs – I mean who NEEDS a Porsche?