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you having difficulty achieving new sales and profit targets?
Are you generating enough new leads?
Do your clients and prospects understand
your offering?
- is it clear and seen as differentiated?
- does it hit their needs?
- does it add value to them in their eyes?
If the answer is no – you may not have defined or be communicating
a successful customer proposition
A strong and compelling proposition - is what set’s you
apart – it offers you true competitive advantage
Most small and medium sized businesses don’t stop to define
and articulate their proposition internally for staff or externally
for customers so that prospects are not easily attracted to engage.
In today’s busy world, customers want an easy life –
they transact with those businesses that make it easy for them!
“Of the modes of persuasion furnished
by the spoken word there are three kinds. The first kind depends
on the personal character of the speaker; the second on putting
the audience into a certain frame of mind; the third on the proof,
or apparent proof, provided by the words of the speech itself”.
--Aristotle
Whether it's e-mail, a brochure or a web site page - copy that's
persuasive, easy to read and has impact maximizes results. A good
proposition saves customers' time, attracts and engages them to
you and bolsters your results. |
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What
is a Customer Proposition?
- A proposition is your offer to customers:
To the customer this means more than just the physical product
or the service you offer. It is the entire customer experience
from dealing with you – including your processes, people,
channels, promotions, differentiation, support and pricing.
What is Proposition development?
Advancing Business’s supports clients to evaluate, develop
and articulate new or revised customer propositions.
A good proposition development approach will enable your organisation
to be:
- more customer centric,
- better able to communicate
- better able to differentiate
- better targeted towards customer needs
Globally branded businesses do not happen by accident, their
propositions are highly documented, highly consistent, highly
respected by employees, highly protected by management and highly
recognised by the customer.
Small and medium sized business can compete against these global
giants on today’s internet. But to get their slice of the
action they must articulate their offerings in compelling, well
understood and professional language.
They have to understand their customer’s needs and communicate
relevant information to their targeted audiences. |
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We work with clients to raise their sales
performance
Our Customer Proposition Development process typically consist
of the following items:
A Business Plan - review and identification
of your vision and direction
A Marketing Plan - review and
definition of your target markets and target customers along with
an understanding of targeted customer needs with your products
and services.
Defining a Customer Proposition
- a defined offering that is attractive to each of the targeted
market segments and is built from a strong understanding of your
customer’s needs, customers purchasing criteria, customer
benefits and your customer’s purchasing processes.
A Sales Plan - a description of
the sales activities, overall competitive positioning and definition
of the propositions unique selling points within its market.
A Communications Plan –
to communicate the proposition to your targeted audiences - Sales
Team, Customer Services, Web Site, Brochures, E Mails, Direct
Mail etc.
We use a range of tools and methodologies to evaluate and benchmark
your current proposition. We analyse your customers needs to develop
and articulate stronger, more appealing and more compelling descriptions
of your offering.
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