Value Connect – Business To Business
“Customer value proposition” has become one of the most widely used terms in business to business markets. Research reveals that there is no agreement as to what constitutes a customer value proposition or what makes one persuasive. It is exceptionally difficult to find examples of value propositions that resonate with customers.
Today, customers have more choice and they demand products/services that meet their exact need – high quality and performance or a completely customized solution. “We can save you money!” has become a generic value proposition from prospective buyers
A supplier’s offering may have many technical, economic, service, or social benefits that deliver value to customers but in all probability, so do competitors’ offerings, thus the essential question is “How do these value elements compare with those of the next best alternative”?
A customer value proposition, properly constructed and delivered, makes a significant contribution to business strategy and performance.
“Under pressure to keep costs down, customers may only look at price and not listen to your sales pitch. Help them understand and believe in – the superior value of your offerings.”
Harvard business review – James C. Anderson
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