Wiki Detay | wiki workcube

A value proposition is a statement that describes the clear, measurable benefits customers receive when purchasing a particular product or service. There are always many options on the market for customers. Why should customers choose our products and services? Every business must find the answer to this question. Customers will only be convinced to work with you when you offer better value than other products on the market. The phrase Value Proposition belongs to Michael Lanning and Edward Michaels. Value proposition is defined as "determining the tangible and intangible advantages that the business will offer to its customers in a clear and simple way, according to customer segments, together with its approximate price."

Customers will not buy if they do not feel good, while receiving the best possible product-service. While doing a value proposition study, you will need answers under three headings.

Gains: Customers are pleased and happy with what is offered.
Pains: Customers become upset about what is done.
Customer Jobs: Which jobs make customers feel good when they do them?

When you find answers to these questions, you can position products and services correctly. In this study, what activities will be done to gain new customers or create customer loyalty are determined.

You can use the following questions to create a canvas.

What are customers looking for? (For example, good design, guarantees, special or more features...)
What are the customers' dreams? (Great success, fame, a quiet life...)
What do you have that will make your customer's job or life easier? (E.g. more service, lower cost, ...)
What savings will make your customer happy? (For example, in terms of time, money and effort...)
What results does your client expect and what can go beyond expectations? (E.g. Quality level, more things, less things, ...)
What positive social outcomes do your customers want? (E.g. looking good, status, power...)
How does your customer measure success and failure? (E.g. Performance, cost, ...)
What makes your customer bad? (E.g. frustrations, annoyances, headaches...)
What are the main difficulties and challenges your customer faces? (E.g. understanding how things work, difficulties getting things done, resistance...)
What negative social consequences does your client face or fear? (E.g. power, trust or status, ...)
What dangers does your customer fear? (For example financial, social, technical risks or what could go wrong...)
What keeps your customer awake at night? (E.g. Major problems, concerns...)
What common mistakes does your customer make? (E.g. Usage errors...)
What prevents your customers from adopting your products? (E.g. upfront investment costs, learning curve, habit, resistance to change...)
Will you make your customers feel better? (E.g. kills frustrations, annoyances, things that give them a headache...)
How well do your products and services please the customer? (E.g. Satisfies, incompatible...)
How do I turn customer needs into profit? (E.g. price, cost, profit, payment terms...)

Core Competence:

Core competence refers to the knowledge, skill and ability that distinguishes a business from other businesses, plays a fundamental role in realizing the vision of the business, and cannot be easily imitated by competitors.

In today's conditions, "being able to innovate" is the most basic ability that provides competitiveness to the business. Core talent forces businesses to do things they know well; Becoming familiar with some jobs better than other companies; It is to encourage others to do all the work that needs to be done outside the job they know well and to focus on continuous innovation.

Workcube Business consultants identify your core talent and reveal the compatibility or incompatibility between the value proposition and the core talent. In this way, it is possible to either develop the business core talent or focus on a business model that is compatible with your talent.

Recommendation
Examine the surveys, if any, conducted with customers. Interview some customers, review products and services, and observe product and service offerings.

Exercise
Create a sample Value Proposition Canvas by selecting a business. Finalize it by discussing it with at least three people whose opinions you trust.

Feedback

Did you find this content helpful?

Please Write Your Feedback!

Name*

Last Name*

Email *