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  • #9515933
    Moving from benefits to Desires(Value Prop)
    Sean Rapson
    Oct 5, 2023

    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.


    Will Barron
    Oct 5, 2023
    Will Barron Oct 5, 2023

    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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