SME Online Forum: Value Propositions
SME Online Forum is a monthly session for techUK's SME members. Each month, we'll focus on a different topic important to SME members and hear from thought leaders and professional to support your business. The session also provides a opportunity to discuss and network with peers and colleagues.
Value Propositions
What’s your value proposition?
When prospects ask simple questions like “What are you selling?” or “Why should I buy from you?”, do you have an equally simple answer? One that’s relevant to their needs and gives them a compelling reason to buy? And one they can remember when they get round to making a decision? Or do you start listing funky features and hope the customer can work out the relevance for themselves?
To cut through the clutter, tech vendors need to be able to articulate a clear and concise set of customer-relevant benefits, not features. Ideally in a few seconds and without PowerPoint…
In this session you’ll hear a few facts about prospects’ ability to absorb and recall your sales message that will make you question what and you sell and how. And learn a few simple techniques that will make those messages more relevant and ‘sticky’. You’ll benefit from more cost-effective sales and marketing activity, higher win rates and reduce your cost of sale.
Speaker: Mike Ward
Mike’s been writing value propositions for 45 years. 25 in blue-chip advertising agencies and the last 20 mainly on large complex bids where he’s helped clients win contracts worth over £2bn. He’s sold everything from varicose vein clinics to VR-enhanced military software and says “There’s an infinite number of features, but only a finite set of customer benefits. The trick is to work out which are the most relevant and compelling to your customer”.
Agenda
- Introduction
- Mike Ward, Value Propositions
- Case studies
- Q&A
- Open forum
