Value Proposition – It’s amazing how many businesses in Australia don’t have a properly formulated value proposition.

And it’s completely mind-blowing how few business owners have even heard the term “value proposition”.

Let’s keep it simple…

To know your value proposition is to understand why your customers buy from you – and not from anywhere else!

A good value proposition educates your leads by communicating the right message to them.

Here are six things to consider when developing your value proposition…

  1. Why do people buy from you? What are they getting from you that they can’t get anywhere else? Look at factors like value added services and pricing.


  1. Why are you the best at what you do? The thing that your business is best at could be the reason people buy from you. Perhaps people buy from you for fast turnaround, or your business’ ability to create a product/service of a high quality that is unmatched in the marketplace.


  1. Why do customers refer you? Do you know why you receive referrals? It might be something obvious like offering discounts to the referrer, or even something less obvious like your business is conveniently located.




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  1. How are you different to your competition? You might find that your answer to this question is a combination of what you’re best at, why people refer you, and why they buy from you.


  1. What do you help customers avoid? If your product or service helps customers to avoid a bad situation, feeling, or exorbitant cost that they might have faced in the past, it’s definitely part of your value proposition.


  1. What problem do you solve? Can you identify the specific problems your product or service solves? It could overlap with what you help customers avoid.

  As you can see from the above, there’s a certain amount of overlap in the answers, which point to a strong and clearly identifiable value proposition. Identifying your value proposition is the first of many steps towards making your business a success. And at Success Wizards, we like to make this success happen for you. So, if you’re looking to improve your sales and client retention, we encourage you to get in touch with us as soon as possible.

Rohan James is Creative Director at Success Wizards. He is a master at using words to create desired outcomes, but when it comes to surfing his favourite breaks, the word “master” is nowhere to be found!

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