- This topic has 3 replies, 3 voices, and was last updated 1 year, 2 months ago by Will Barron.
Dec 5, 2022 #7510343Value Proposition draft 1Lysmuna KhouwParticipantDec 5, 2022
“our pre-sale consultation helps cold storage, logistics and manufacturing facilities who want to optimize cost productivity by prescribing the right product specifications and customization of after-sales services, unlike mass-selling companies who only has a one fits all solution”
disclaimer: English is my third language, so if the grammar is wrong, please feel free to help me correct it. I will be most grateful.Dec 5, 2022 #7510345Jan Oda-BiroParticipantDec 5, 2022Jan Oda-Biro Dec 5, 2022
Hey Lysmuna! Your English is wonderful. I wish I could speak three languages :).
I took a shot at rewriting your value prop to make it more straight forward:
“Our team helps cold storage | logistics | manufacturing facilities to improve their costings by providing bespoke products and customised after sales service. This is unlike other companies who sell at scale and have a one size fits all solution.”
I really enjoyed a recent group call where Will explained the difference between features, benefits and desires. I think you need to add a layer of desire to your value prop.
Check out the video here at around the 36 minute mark: https://app.salesman.com/Community/topic/coaching-call-01-12-22/Dec 6, 2022 #7510346Lysmuna KhouwParticipantDec 6, 2022Lysmuna Khouw Dec 6, 2022
Dear Oda, thanks so much.
my concern is that “improve their costings” will mean cheap? We are not actually cheaper than competitor, we are actually much more expensive, but our products will reduce the operational cost, so its like a “expensive to buy cheap to use” kind of thing, not the other way around.
Do you think this will still be applicable?
Another interesting thing i noticed is that your sentence is a bit more personalized and warm (i bet its also your personality), while mine does feel very ‘factual’ and a bit ‘take it or leave it’ (also somewhat like me, lol)
the “bespoke” product, i will consider to rephrase it that way, but the most important thing is that I am trying to solve the problem in the industry that because of lack of knowledge and salespeople not asking one or two more basic questions, on top of everybody just dont care, projects ends up with wrong product specifications that are expensive to fix once they are installed, and the effect of that is massive massive inefficiencies.
For example: in the beginning, sales people did not clarify where the doors will be installed and who/what will pass through the door, how fast does the door needs to close/open. That the door ends up being a little bit too short/ too narrow for the material handling equipment, and after installation and commisioning, it is too late to fix, so they end up with crazy unproductivity that comes with unnecessary operational cost.Dec 8, 2022 #7510354Will BarronKeymasterDec 8, 2022Will Barron Dec 8, 2022
Hey Lysmuna, we can cover this in more detail on tomorrows call.
Other than price, what is the benefit of working with you? Or what is the consequence of “expensive to buy, cheap to use”?
What we’re trying to get at is the reason why people would want to buy from you specifically – their desire.
Feature – Adjustable working range of the lip angle
Benefit – Offer the possibility to bridge the difference in height and distance between the warehouse floor and vehicle in the most efficient way
Desire – You can now accept more deliveries and drive more revenue from new customers as you can accept their cargo transfer
Feature – Built in Pit
Benefit – Easy to install
Desire – Reduce the stress from the large expansion project you’re working on
Or for the consultative sales process
Feature – We have a highly qualified pre-sales team
Benefit – We deliver the correct results, every time or your money back
Desire – You can leave the engineering with us and know that you’ll have the most productive doors installed. Eliminating the risk of looking silly to your collegues if the project doesn’t work out.
Does that make sense?
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