How to Create a Strong Value Proposition Design for B2B - It's all about the customer
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You need to stand out in 3 seconds - The competition is fierce and you need to be able to catch interest in less than 3 seconds and then keep it. This is true no matter if you are creating a message for a presentation, the web, a speech or a video. Most likely you do the following misstakes today - You start a presentation with a company overview - You start a presentation about your product - Your webpage is all about your product ä You have more then 10 words on your power point slide Tools the super professionals use will be yours In this presentation you will learn how to create amazing B2B Value Propositions Designs that will not only say what you need to say but will catch the interest of the person you are trying to reach in a totally new way. I will show you 4 tools that the super professionals use and how to use them. I created this presentation after doing extensive research on how to create a strong value proposition. The data I have reviewed are from marketing experts, Gartner, reports and my own personal experience creating value propositions. The purpose of the presentation is to share my conclusions on how to build a strong value proposition. Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to [email protected] or visit my webpage www.daniel-one.com. I look forward to hear from you. Some pictures can be a bit blurry when you view the presentation directly from the web. To view a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
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How to Create a Strong Value Proposition Design for B2B - It's all about the customer
- 1. PresenterDanielNilsson March 22,2016 How ToCreate A Strong Value PropositionFor B2B
- 2. HowTo Create AStrong Value PropositionForB2B Slide Lets focus On the most important person in the world; the customer. 2
- 3. HowTo Create AStrong Value PropositionForB2B Slide Introduction I created this presentation after doing extensive research on how to create a strong value proposition. The data I have reviewed are from marketing experts, Gartner, reports and my own personal experience creating value propositions. 3
- 4. HowTo Create AStrong Value PropositionForB2B Slide THE PURPOSE Of the presentation Is to share my conclusions and help others. 4
- 5. HowTo Create AStrong Value PropositionForB2B Slide Please Feel Welcome To share your thoughts, insights or comments. I love feedback. You can send an email to [email protected] or visit daniel-one.com. I look forward to hear from you! 5
- 6. My Story Daniel Nilsson | Business Developer & Entrepreneur My passion is to constantly improve and evolve companies. I love to create customer-focused solutions and processes that last. My future goal is to be part of creating and grow a solution that will affect at least 100 million people on an annual basis. I think giraffes are cool. linkedin.com/in/danielnilssonsweden facebook.com/DanielNilssonsInsights twitter.com/danielnilsson77 Personal Webpage: daniel-one.com
- 7. How To Create A Strong Value Proposition For B2B
- 8. HowTo Create AStrong Value PropositionForB2B Slide What the value proposition is not 8
- 9. HowTo Create AStrong Value PropositionForB2B Slide It is not a slogan Or catch phrase like this one: L’Oréal. Because we’re worth it. 9
- 10. HowTo Create AStrong Value PropositionForB2B Slide It Is Not A Glowing Description Of your unique services, passion for excellence or leading-edge technology. 10
- 11. HowTo Create AStrong Value PropositionForB2B Slide It Is Not Information About Your company, product or service. 11
- 12. HowTo Create AStrong Value PropositionForB2B Slide #What is a value proposition? Value proposition is the #1 thing that determines whether people will bother reading more about your solution. 12
- 13. HowTo Create AStrong Value PropositionForB2B Slide Definition A value proposition is a clear statement about the outcomes that an individual or an organization can realize from using your product, service or solution. 13
- 14. HowTo Create AStrong Value PropositionForB2B Slide “Outcomes” Is the key word. 14
- 15. 4 Tools To Help You Build A Value Proposition
- 16. Learn How To Write Value Propositions Use the coupon valueproposition to get my value proposition course on udemy.com for the ridiculous low price 16 USD (20% discount included). $16 What YouWill Get From This Course Over 24 lectures and 1 hour of content! Learn 4 amazing tools to create value propositions for B2B. Advanced value proposition analytics. Design your own Value Proposition. Start your own path to become a Value Proposition Professional. CheckOut The Course!
- 17. Use the Value Proposition Designer Tool #1: Alexander Osterwalder has created an amazing tool that you can use to create your own value proposition. Download the Value Proposition designer here. Learn how to use the designer here.
- 18. Analyze Your Values Compared To Competitors Tool #2: Do an assessment of how your offering's price/ performance compares with lead competitors. WildApricot eTapestry GivenGain Member Clicks Z2Neon Democracyin Action Networkfor GoodSuite CitySoft Ease ofSetup Ease ofUse Flexibilityfor CustomNeeds Provides Full Pictureof ConstituentRelationship MemberTracking DonorTracking OnlinePaymentProcessing EventManagement Blast E-Mail Capabilities Web Site ContentManagement Price Source: Gartner (April 2009) In the figure to the left you have a good example of how you can compare your values with competitors Sophisticated/Easy Moderate Minimal/Hard None Downloadfree template
- 19. HowTo Create AStrong Value PropositionForB2B Slide Build Your Value Proposition Tool #3: Use the Value Proposition Builder process developed by Futurecurve (below). 19 Market Value Experience Offerings Value Hierarchy Alternatives& Differentiation Proof Value Proposition BuilderTM ©2003-2014Greener ConsultingLtd T/A Futurecurve. All Rights Reserved What value do we deliver to the customer? Which customer needs are we satisfying? Which one of our customer’s problems are we helping to solve? Why should the customer choose your solution? What bundles of products and services are we offering to each Customer Segment? More info at futurecurve.com.
- 20. HowTo Create AStrong Value PropositionForB2B Slide Create A Message Flow Tool #4: Every story has a good flow. 20 B2B technology marketer Gordana Stik, has created 10 steps to create a really good B2B Value Proposition. Use her tool to create a good message flow. Use the tool to the left to create your message flow. Find the tool and instructions here.
- 21. Create Your First Value Proposition With The Following 4 Elements
- 22. HowTo Create AStrong Value PropositionForB2B Slide What The Value Proposition Consists Of 22
- 23. HowTo Create AStrong Value PropositionForB2B Slide 1. Headline What is the end-benefit you’re offering, in 1 short sentence. Can mention the product and/or the customer. Attention grabber. 23
- 24. HowTo Create AStrong Value PropositionForB2B Slide 2. Sub-headline Or a 2-3 sentence paragraph: a specific explanation of what you do/offer, for whom and why is it useful. 24
- 25. HowTo Create AStrong Value PropositionForB2B Slide 3. Three bullet points List the key benefits or features. 25
- 26. HowTo Create AStrong Value PropositionForB2B Slide 4. Visual Images communicate much faster than words. Show the product, the hero shot or an image reinforcing your main message. 26
- 27. Examples
- 28. Learn How To Write Value Propositions Use the coupon valueproposition to get my value proposition course on udemy.com for the ridiculous low price 16 USD (20% discount included). $16 What YouWill Get From This Course Over 24 lectures and 1 hour of content! Learn 4 amazing tools to create value propositions for B2B Advanced value proposition analytics Design your own Value Proposition Start your own path to become a Value Proposition Professional CheckOut The Course!
- 29. Example Slide • Present a really good solution and arguments for it. Mindset 29 Start With a Problem • Great visual. • Start with a story & an uncomfortable truth about the business.
- 30. Example Slide CampaignMonitor 30 Clear Value Proposition • Very clear what it is and for whom. • Specific lead paragraph. • Key features outlined above the fold. • A relevant image. • Features a booster – “100% rebrandable”.
- 31. Example Slide Relevant visuals Stripe 31 • It’s clear what it is and for whom. • Specific benefit oriented sub-headline. • Relevant visuals. • Smooth transition into features and benefits.
- 32. Example Slide Relevant image Geekdom 32 • Clear statement about what it is and for whom. • List of benefits. • Relevant image.
- 33. Example Slide Storytelling Evernote 33 • A different kind of layout, but well done. It tells a story of ‘what’ & ‘how’. Easy to follow. • Key features / benefits listed along with relevant imagery. • ‘Remember everything’ is a good slogan, but I’d add a specific sub-headline underneath it for improved clarity.
- 34. Example Slide We are a community Mentice 34 This is one of the most difficult value propositions I ever created. Mentice operates in a regulated health care environment selling endovascular simulators to hospitals, training centers & medical device industry. Target customers have different value propositions but there is only one web front page. I needed to catch customers & prospects with one sentence. Final solution is the longing Mentice customers and prospects have to be better. To achieve excellence and save lives. That is the outcome they want even though they all do it in different ways. My assumption is that if you want to be better within your field you will read more.
- 35. HowTo Create AStrong Value PropositionForB2B Slide Don’t Forget The value proposition should be customer-focused. Not focused on you. 35
- 36. Learn How To Write Value Propositions Use the coupon valueproposition to get my value proposition course on udemy.com for the ridiculous low price 16 USD (20% discount included). $16 What YouWill Get From This Course Over 24 lectures and 1 hour of content! Learn 4 amazing tools to create value propositions for B2B Advanced value proposition analytics Design your own Value Proposition Start your own path to become a Value Proposition Professional CheckOut The Course!
- 37. Example Slide What people say 37 Luckily I found your sharings online, such as '12 steps to build a professional Partner program', which I printed out as my bible now! Thank you for your generous sharing, and hope you have still been working on fantastic projects. Sebastian Tan Thank you! Exactly what I was looking for.... just started heading up sales at an agency and trying to craft their story, needed some basics and these are just what the Dr ordered! Mary Samson I just wanted to thank you for making your work public. I got our partner program presentation from slideshare.net and have used it as inspiration for further development of our company's partner program. Casper Gerner
- 38. Thank you Daniel Nilsson | Business Developer & Entrepreneur LinkedIn: linkedin.com/in/danielnilssonsweden Facebook: facebook.com/DanielNilssonsInsights Twitter: twitter.com/danielnilsson77 Personal Webpage: daniel-one.com Email: [email protected] Phone: +46 707 40 36 84