Many database marketing services companies are still struggling with what their value proposition really is. If you ask a sales person what their Value Proposition is is many will reel off replies that sound like....
We have the largest ....
First company to introduce the ....
Most responsive client service teams
Most Competitive Pricing
Unfortunately, these are actually benefits of the product or service and do very little to resonate in the minds of prospects or clients.
Strong value propositions deliver tangible results like:
Increased revenues
Improved deliverabilty times
Decreased acquisition costs
Improved operational efficiency
Increased market share
Improved customer retention levels
In the New Selling Economy you cannot just preach features and benefits, that is completely "old school" selling . With Sales 3.0 reaching new heights in 2010, the buyer is more virtual, has less time to make decisions, and has a depleted number of resources to help him make purchases. Your information better be on Linked in or Twitter or both or your buyers will not be able to identify or seek you out. Your value proposition better be something easy to understand or you will lose the prospect.
Happy Selling!
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