Your Proposition: solve problems & create value (or go home)

Most small businesses compete in a crowded market where the customers have little time to differentiate one provider from another.

So how do you get their attention and then get them to choose you?

Here are 3 pathways to optimise your marketing efforts and raise your client conversion rate, revenue and price.

First: choose the audience you want to target.

-         Segment your market into high value and low value customer attributes and decide where you want to spend your time and $ marketing.

-         You are aligning your proposition to those Prospective customers most likely to listen and choose you and pay a price that represents the Value and Impact you will have.

Second: curate your proposition so it speaks in their language.

-         Accept it is your job to make your proposition easily understandable. Do not talk in your language, talk so they understand what impact your service will have on their business and on their customers.

-         To do this well you will have had different and open conversations with your target market to better understand their problem to be solved.

Third: be brave and say to prospects that “you can get a product or service from any number of providers; however this is why you may choose me”

-         The essence of this is to be able to articulate your problem solving proposition not as “features” but as the benefit or value and impact your service will have in the hands of the client.

-         Always tell a Story of the Value you have created for other clients to breathe understanding and context into your proposition

-         Back your claims up with evidence in the form of testimonials; however testimonials must speak to the value and impact you have delivered.

Your Time Matters has tools and articles on the website to help small businesses better target their market, develop value based propositions and convert more clients.

Get help to test how you will talk about your proposition not as features; but converted to “Value speak” in their hands.

Leigh Powell is a business strategist and mentor with Your Time Matters and assist small businesses to hone their propositions and attract and convert more prospects. You can book a complimentary chat with him, HERE to help you decide your next steps.