• Value propositionWhat is YOUR value proposition?

    Your value proposition is the value you deliver to your clients. Simply put, it’s the results you’ve generated and the story you tell to illustrate why doing business with you is a good choice and what people can expect. This goes beyond the promised deliverable product or service and focuses on results.

    Results are important. I’m amazed at how many people are not able to articulate their value proposition. Sharing how doing business with you is going to make a difference, save time or money or increase profits is important (it’s crucial information for people to make business decisions). While it’s true that people do business with people they know, like and trust, part of that trust is built on a proven track record.

    Can you quickly and succinctly share your value proposition for each of your products, services or offerings?

    Lets dig in and explore how to get clients by being clear about your value proposition.

    Here’s a quick outline of how you can use the “Challenge. Solution. Invitation.” formula (a framework really) to share your value proposition. I’ll demonstrate using one of the powerful ways I play with my clients — The Manyon Marketing Web Makeover.

    Challenge (address the situation or challenge your prime prospects are facing):

    Example: You have a website that is up and running but not getting the results you’d hoped for and you’re not sure where to start to fix the problem. Or it’s time to refresh your message and your direct and you’d like support to highlight your value proposition to get more clients. (Note: the challenge will vary for your products, services and offerings).

    Solution (offer your solution and include your value propositions with results):

    Example:  When you’re interested in making sure your website is really working for you, I can help. Some of the results people have experienced when working with me in this way include e a 50% increase in opt in rates within 90 days (this means 50% more prospects who are ready to become paying customers) and even new revenue generating ideas (meaning I’ve uncovered ways to increase sales). Together we’ll review your web content and strategy starting with the big picture. I’ll update your headlines so your copy is more effective (you have 3 seconds to capture attention online and your headline is the #1 most read part of your marketing message — this means it must be JUICY). We’ll dive in and review overall site strategy and individual page strategy to ensure you’re highlighting your value proposition (this means I’ll help you create or refine your value proposition if it’s not clear). Plus, I’ll provide you with a list of action items that you can implement and delegate right way to get better results online. Once you’ve rolled up your sleeves (or delegated  your action items to your team) to make the changes, we’ll circle back around and review everything again. You’ll have access to me to support you through the process, help you gain clarity and make sure your value proposition is clear so you’re attracting the right clients.

    Invitation (let people know how they can play with you — no pressure):

    Example: When you’re ready to collaborate on content and strategy to get better results you can book one-on-one time with me to review your site strategy, revamp your headlines, highlight your value proposition and get tips to improve the effectiveness of your website.

    When this feels right to you, I’d love to support you. I have room to serve 4 people in this way each week (first come first served) and when you’re ready, we can play together. I make it really easy with full pay or 2-pay options. Take a look at the details here and reserve your spot or let me know if you have questions. I’d love to play with you now or in the future and please send others my way who are ready to increase the effectiveness of their web content and strategy.

    Either way, this should get your creative juices flowing about how you can clearly share your value proposition with grace and ease.

    That’s it. Clearly identify the challenge, share your solution and value proposition, empower your prime prospects with the information they need to do business with you and then extend your invitation.

    What’s YOUR value proposition?  Feel free to share here or ask questions and I’ll respond personally.

    When you’re a member of the Write On Creative Community you’ll get more tips like this. Join for free here.

    Lisa Manyon

    Lisa Manyon is "The Business Marketing Architect" a content and copywriting strategist for mission-driven entrepreneurs. She's the creator of the NEW marketing model for success (as seen in Inc. Magazine) that's changing the way people market today. She specializes in powerfully communicating your marketing message to increase results via Manyon Marketing Web Makeovers, website copy packages and content strategies to effectively market your business. She offers a free Copywriting Action Plan and marketing resources on her award winning blog. Her consulting and coaching is known to help produce million dollar results www.writeoncreative.com/blog

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    One response to “Get clients by being clear about your value proposition”

    1. Hi Lisa, Clear and useful article. I found your 3-step model really helpful. Thanks for sharing your wisdom!

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