The 6 C's of a Compelling Value Proposition That Drives Sales

If your prospects are not returning your message or your referral seem to go nowhere, then perhaps you are not providing them with a compelling reason why they should respond.

On May 23^rdI’ll be hosting a free webinardesigned to help you develop and communicate a compelling value proposition. While there are many things to consider in developing a compelling message, today I’d like to address 6 critical elements that should be present whenever you talk about your value.

6个引人入胜的命题的基本要素

If you want the most effective Authentic Value Proposition™ possible, then as you craft your messages to prospects and clients (email, voice mail, appointment, website, etc.), make sure your messages fit these six essential criteria.

The 6 C's of Effective Value Propositions

1) Concise

Learn to express your value as concisely as possible. And, yes, you can have different versions of different lengths.

2) Clear

Make sure your value statement is free of industry jargon and complicated sentence structure. Run your answers by people who have no knowledge of your industry or products.

3) Conversational

您正在与一个人交谈，而不是向您的英语老师提交论文。非正式地写，同时仍遵循语法的基本规则（或至少其中的大多数）。

4）以客户为导向的客户

尝试将过去的功能和优势考虑到客户所识别的好处。例如，您从事业务多长时间并不是一件好处。

Turning a feature to a benefit usually requires saying something like, “Which means to you…” (Or similar phrase such as, “So therefore…”). Think about how your buyer will use the feature, what they're likely to get out of it, and how it will help their business, then put that in your value proposition.

5) Convey Emotion

人们决定与您合作或主要基于他们对您的感觉 - 您所做的工作以及您作为一个人的身份。在可能的情况下，通过使用情感单词来帮助此过程。诸如：安全，安全，恐惧，信心，风险，梦想，错误，失误，利润，承诺，忠诚和差距之类的词。

6) Cite Examples

Specific examples of what you do, how you do it, and who you do it for bring your value proposition to life. They make itrealfor your prospects, clients, and centers of influence. Having an inventory of examples allows you to tailor the examples you provide to your target audience.

请记住：您如何谈论自己的价值不仅可以帮助您增加销售额，还会教会客户如何谈论您，因为他们向他人推荐您。

Having a compelling value proposition is fundamental to your ability to increase sales and communicate effectively with prospects. Without a compelling value proposition, your sales activity will be less valuable and you will bring in less revenue.