They do care about what difference you make.
If you can quantify that difference, you have found yourself a value proposition. For example;
5 out of 6 of our last customers said that we increased their profits by an average of $$$ by reducing their material expenses via our tactical design services.
That is what we mean by quantification. How many, how much and what difference did it make and for whom did it make the difference? They will be thinking "Can you do it again for my company if you did it for their company? What difference can you make for my company?"
Another example;
We will reduce your xyz and increase your abc's by 50% in the first 14 days of working with us.
So - how do you work out these quantifiable little pieces of gold for your business?
Well, start by asking people who you have done business with. "Hey, I am here to find out what difference we are making for your business at the moment" Rather than - "can you give me some feedback on our services." Or rather than, what three areas can we improve on?"
Yes, that stuff is still relevant to a part, but who wants to hear you sell you services by saying - 9 out of 10 customers want us to be faster at what we do and cheaper than we are now.
But they do want to hear - Our last 3 customers told us that we doubled their intake and increased their efficiencies by 30% by working with our targeted XYZ strategy.
So start asking your customers what difference you make and pool their answers together to develop your own value proposition. Base your proposition around fact and combine it with other publically accessible and quantifiable truths.
e.g. The government advises that 30% of all small businesses with 8 employees or less ...... And with our services we have reversed this situation by.....
You get the picture. Use a fact which has already been researched and combine it with some of your own facts.
Place that on the front of your brochure. Actually - we will do that for you.
Looking to make a difference... So are we.
If you can quantify that difference, you have found yourself a value proposition. For example;
5 out of 6 of our last customers said that we increased their profits by an average of $$$ by reducing their material expenses via our tactical design services.
That is what we mean by quantification. How many, how much and what difference did it make and for whom did it make the difference? They will be thinking "Can you do it again for my company if you did it for their company? What difference can you make for my company?"
Another example;
We will reduce your xyz and increase your abc's by 50% in the first 14 days of working with us.
So - how do you work out these quantifiable little pieces of gold for your business?
Well, start by asking people who you have done business with. "Hey, I am here to find out what difference we are making for your business at the moment" Rather than - "can you give me some feedback on our services." Or rather than, what three areas can we improve on?"
Yes, that stuff is still relevant to a part, but who wants to hear you sell you services by saying - 9 out of 10 customers want us to be faster at what we do and cheaper than we are now.
But they do want to hear - Our last 3 customers told us that we doubled their intake and increased their efficiencies by 30% by working with our targeted XYZ strategy.
So start asking your customers what difference you make and pool their answers together to develop your own value proposition. Base your proposition around fact and combine it with other publically accessible and quantifiable truths.
e.g. The government advises that 30% of all small businesses with 8 employees or less ...... And with our services we have reversed this situation by.....
You get the picture. Use a fact which has already been researched and combine it with some of your own facts.
Place that on the front of your brochure. Actually - we will do that for you.
Looking to make a difference... So are we.
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