Having a customer value proposition is the key component to successfully sell your product or service. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments.
The customer value proposition is the foundation for understanding how the product will realistically be valued by the target user. Unlike a benefits statement, a customer value proposition is more balanced. It certainly includes the advantages a target user would experience, but to these benefits it adds the tension of disadvantages and parity experiences. The sum of all of these experiences provides a much more accurate assessment of the product in its marketplace.
Barnes, C., Blake, H. and Pinder, D., 2009. Creating and delivering your value proposition: Managing customer experience for profit. Kogan Page Publishers.
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