Research is the First Step

Posted by PRO Tue, 16 Jan 2007 20:17:00 GMT

Research is the first step towards creating a value proposition

The elements necessary to begin the process are:
  • recognize who your customers are;
  • understand their expectations of you;
  • understand how they measure those expectations;
  • understand how you’re doing against the expectations; and
  • understand what you’re doing to improve each and every day.
And the key to understanding is knowledge. It’s not about making assumptions about what your clients want, but it’s about listening to your clients, interviewing them and being assured that you are dealing with the facts.
 
The more specific and targeted your value proposition, the better. A successfully tested and proven value proposition is essential to open more doors and close more sales.
 
A complete value proposition includes:
  • agreement on customer needs and interests
  • determination of the services provided
  • connection (sales and marketing channels)
  • delivery systems
  • determine what parts you provide and what parts partners provide