Are your value propositions clearly defined?

The secret to a compelling sales pitch comes down to two words: value propositions. What are they exactly? Simple — they’re sales arguments built around the benefits your customers care about.

Value propositions are beneficial for aligning and writing your marketing content. They help you avoid the classic trap of overwhelming prospects with a laundry list of product or service features. By getting straight to the point, they demonstrate how well you meet your customers’ needs — and help set you apart from the competition.

Value propositions are often confused with a positioning statement — the well-known USP (Unique Selling Proposition). However, remember that a USP is designed to highlight how your brand distinguishes itself from others in the market.

A strong value proposition should be clear, tangible, and believable.

At Bang, our strategists employ a rigorous methodology to develop robust value propositions for our clients.

In concrete terms, that means identifying and articulating four elements for each persona, service, product, or division you’re targeting:

• The need. What are your target’s main concerns? What keeps them up at night?
• The solution. This could be a product, a service, or even a specific strength of your team or brand. It doesn’t have to be a one-of-a-kind solution.
• The benefits. What’s the result for the client, tied directly to the need mentioned above?
• The proof. Why is this believable? What evidence do you have?

These four elements form the foundation of your value propositions. By using them as key messages in your content and marketing tools, you’ll speak directly to what matters most to your prospects — and skip the vague, self-centered fluff — no smoke and mirrors here: just clear, credible messaging that hits home.

Did you know? Value propositions are one of the four core pillars of our B2B approach. Learn more here!