Total Value Proposition: Additional Considerations

TVP – Key Considerations

Regardless of which of these five approaches you base your products Total Value Proposition around, you need to ask the following questions of yourself when talking with customers about your TVP. 

1. Is it an impressive TVP that I am presenting?

Specifically for the TVP to be impressive it needs to provide obvious value and quality to the customer. The greater the number and size of the benefits, the greater the perceived value will be to them.

2. How well does my TVP align to the customer’s unmet needs?

True value occurs when the function, form and consequences of using a product or service positively impact a customer’s unmet needs. Remember that some of the customer’s needs may already be met with another product but the greatest motivation for switching to another brand is to gain additional benefit with unmet needs, whilst retaining your current advantages with the met portion of the customers need.

3. How does it compare to their current TVP of the product they are using?

In most cases customers will already be using or at very least be aware of other options and therefore are in a strong position to make a viable comparison and therefore an informed choice between what it is you’re offering them versus what they currently have or could have from a rival firm. For this reason the need for ongoing and in-depth, competitor analysis remains a key component for all sales people as a routine function of their role.

4. How does your TVP need to be adjusted to be more attractive?

Based on that comparison with other rival TVP’s, you are then faced with the key question of, what subtle adjustments are still required to make your proposal more attractive to them.

Where ever possible the presence of a tangible and meaningful point of differentiation is a critical component to improve a business’s TVP and of course this then allows the sales person the opportunity to discuss these differences and how they will provide positive and sought after outcomes for the customer.

Naturally to learn more about any aspect of Social or Digital Media marketing click on to this link:
http://www.victorianchamber.com.au/business-solutions/training/course

So until next time, good luck and good marketing.
Regards,
Daniele.