Building Value Proposition B2B Relationships

While the general vibe of the era is all about the packaging, what’s in the box matters most. As you enter the marketplace to convert your offering into revenue, the who & how you help is the foundation of not just your sales success but, of the relationships that will get you there.

So what the heck is a Value Proposition? Simply put, it is how your product/ service impacts your ideal client. It is the lynchpin to any strategy where the growth of your business is the goal. While in the product development lab, all founders focus on bringing their idea to market but, great founders focus the development of their offering on it being the solution to an existing need or want of the marketplace that is not being aptly addressed. To reinvent the wheel is human; to improve upon the wheel is divine.

What good is the product of the century if it doesn’t sell? How will it if you don’t sell it? How do you sell it? Allow me to put the hard work of sales into a few, easy to repeat steps:

1. Get clear on the profile of your ideal client. Being targeted in your efforts will help to keep your outreach budget from ballooning.
2. Use your Value Proposition to craft EVERYTHING from your emails to your pitch. How you can help them is all your ideal client cares about; speak to it.
3. Confirm with the prospect that they currently need/ want the solution your offering delivers. This is the lead qualification process, which moves a prospect into the pipeline as a lead. It is now your job to educate them on exactly how you are the solution they seek.
4. Ask for the business. The key here is to think “I can help” not “close the deal.” No one in this hyper-sensitive/ post=pandemic era wants to feel hustled.
5. Accurately promise, and then go above & beyond. Begin their experience by thoroughly setting expectations based on what you can deliver with certainty. Then, do everything in your power to overdeliver!
6. Ask for three referrals. In the B2B world, a happy client is a likely a new, and strong, relationship. If you overdelivered per step 5, asking for referrals will be easy.

Step 6 brings us back to topic from that intentional deviation. Relationships. It was no error, my abuse of the words “value” and “help” in this post. Learning about the people in your pipeline, and the centers of influence who can connect you with them, will not only take the bricks out of your briefcase as you work to grow revenue but, it will afford you a wealth of Business Intelligence to aid in the enhancement of all facets of your business.

Now go change the world; let us know if you need a little help. -GrowExpand.com