How to Deliver Value to Prospects and Customers

Feb 27, 2019

Once upon a time our solution attracted prospective customers…

Today we’re talking about delivering value to a prospect.

We know how to create personal, group, business and technical value. The next step is to create a sentence which communicate value to a prospect. It must be clear and short. We call that sentence as a value statement.

 

Simple value statement

The first pattern of value statement is to express simple value statement

In this case we show how your solution will benefit a person or company by using one key idea about technical, business, group (team) or personal value. For example:

1 – We help manufacturing companies to reduce robot absenteeism.

2 – Our company helps sales development managers to improve close rate with prospective customers.

3 – Our solution helps start-up companies to decrease MVP launching time.

 

Highlight a product, service or solution

The second pattern of value statement is to highlight a product, service or solution

Just mention your product, service or solution in a statement and emphasize its value. For example:

1 – We provide engineering service that helps manufacturing companies to reduce robot absenteeism.

2 – Our company provides 4-days hands-on master class that helps sales development managers to improve close rate with prospective customers.

3 – Our tailor-made study helps start-up companies to decrease MVP launching time.

 

Technical value leads to business value

The third pattern of value statement is to show how technical value leads to business value

Show how technical value impact a prospect’s business. For example:

1 – We help manufacturing companies to reduce robot absenteeism and this leads to increasing in revenue.

2 – Our company helps sales development managers to accurately qualify a prospect and this leads to improving close rate with new prospects.

3 – Our solution helps start-up companies to decrease MVP launching time and this leads to early receipt of revenue and attracting investors.

 

Business value leads to technical value

The fourth pattern of value statement is to highlight business and technical value

 In this case we focus more on business value than on technical value. For example:

1 – We help manufacturing companies to increase in revenue by reducing robot absenteeism.

2 – Our company helps sales development managers to improve close rate with new prospects by accurately qualifying a prospect.

3 – Our solution helps start-up companies to early receive of revenue and attract investors by decreasing MVP launching time.

 

Group value and personal value

The same tricks you can do with group (team) and personal value.

 

Summary

Now you can create a value statement. Practice this. Deliver value to your prospects. And it’s your time great invested.

About SergeyBure.com

SergeyBure.com is a website for salespersons. The goal of this site is to provide content that allows salespersons to improve their skills.

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