You need to arm yourself with a solid value proposition in your business case to clearly communicate to your prospective customers why your solution is the best fit for their desired outcomes. To create a strong value proposition, you need to identify:
- What specific outcomes are most relevant to your customer
- If those outcomes have been quantified
- If the various buyer stakeholders have endorsed those outcomes
Ideally, customers have co-created a business case solution with you or helped quantify the outcomes they care about the most.
Here are seven key points to create a strong value proposition:
- Link your unique value proposition to your customer’s business isuess, initiatives, and politics.
- Write the value propositions in your customer’s language and ensure that it includes metrics that matter to them.
- Ensure your value proposition is comprehensive by leveraging, both, qualitative value (such as customer success stories and differentiators) and quantified outcomes.
- Consider your customer’s alternatives when positioning your value proposition. (Learn about what your customer’s top three alternatives to doing business with you are, here.)
- Your value proposition should be linked to your sales strategy.
- Has your customer personally picked the outcomes that are most relevant to the various stakeholders?
- Did the customer help co-create the business case and, therefore, endorce the quantified outcomes?
Learn how you can collaborate with your customer for a stronger business case in our video guide.