The Consumer is the Key
Posted by David Bennett Mon, 05 Jun 2006 17:38:00 GMT
The consumer is key to the entire process – the customer/client drives the value proposition
There are as many ‘value propositions’ as there are customers or clients. Each one is unique and has different needs. There is no one blanket value proposition. In order for a value proposition to be effective it has to be customized to specific needs.
Defining your value proposition is an ongoing process, but it is a critical one.
Think about shifting your perspective – it’s not about selling your services, the value proposition is about understanding and meeting an individual customer or client’s needs. A value proposition realizes the constraints and climate the customer/client is working under and responds by providing positive solutions or value.