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Moving from benefits to Desires(Value Prop)
Hey all,
Working on my value proposition and having a hard time coming up with desires that couldn’t be considered a benefit. Any mental gymnastics you used? Help and suggestions much appreciated.
Our-Cell Counters and Imaging Cytometers
Help-Researchers and clinicians
Who want to- increase the quality and throughput of their research
By- Delivering fast, accurate cell counts
And-easily customizable and exportable reports
Unlike-traditional counting methods that are cumbersome and labor intensive
Is what I have so far.
Thanks!
Put yourself in the position of the researchers and clinicians. What do they want?
- Job security?
- Break through research which puts their name on the map?
- To be recognized internally?
- Earn more money?
- Get their bosses off their back?
Then see if you can subtly tie any of these things back to your product/benefits.
You’ve done a decent job with your value prop so don’t worry too much if you can’t get in the brains of your buyers just yet.
When you start booking more diagnosis calls, your prospects will start telling you what they’re really after and then you can reverse engineer this into your value proposition/cadence later on.
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