For this blog, I’m simply going to quote from an excellent comment recently posted to my social enterprise blog Risky Business by Jeffrey Wallk:
“Clear articulation of value. This is not the value proposition (here’s what we do / offer). This explains in very simple terms exactly how your product / service will help someone get a job done. Services are just harder to sell than a product because they are intangible therefore you need to go the extra step in getting your customer to understand how the service will solve one or more problems they are facing. You have to create an instant “visual” in their mind.”
“Example: Suppose you are providing crisis management services for local communities. Your value prop would be “we offer crisis management services”. But, your clear articulation of value is “We address the processes and reduce the costs (time, money, & effort) for crisis management so community leaders can address the needs of their community.”
Thanks, Jeffrey!
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Rolfe Larson provides consulting and training in areas such as strategic planning, market research, feasibility analysis, business planning, marketing, and implementation strategies.