Sales & Marketing 101:
Get clear on the problem you solve – fast.
I saw a thread in which 55 marketers, entrepreneurs, and sellers were asked to describe their value prop in a few words.
I reviewed all 55 with the eyes of a consumer.
Here are the results:
- 70% – I had no idea what they do for me the prospect
- 15% – I could make a decent guess
- 15% – Nailed it
Why such dismal results?
They were not talking about the problem they solve for me the prospect.
Instead:
– They talked only about gain
– They tried to be clever
– They were too vague
– They talked about themselves
Easy fix…
Answer this – what’s the journey from your prospect’s pain to gain?
This exercise will create some clarity.
Asked another way, what’s your prospect’s villain that needs to be vanquished?