Riding the next wave….
We are sometimes asked to provide consultancy helping develop our client’s business strategy, in the form of developing the Value Propositions around which the sales plan is based. This may be as a stand alone piece of work or as a logical follow-on from an existing telemarketing project.
“Value Propositions” can be thought of as a distillation of the reasons why people should buy from you, broken down into the simplest possible phrases. They can be thought of as the arguments that you use to give you competitive advantage in the market place, and state how you provide better value (NB not a cheaper price) than your competition.
Value propositions tie together what you do into ideas that both your customers and your own team can latch on to, giving focus to your sales efforts. Many customers find looking afresh at how they do business can be difficult without specialist outside help.
- but you are happy with how you do things, right? And it can’t be improved…?
Many companies understand that a business strategy based on where the market is now simply means you are always playing catch up with your competitors. The challenge with finding competitive arguments that will drive your revenues and profit is that you really want to know where your market is going, not where it is now. You need to understand the changing trends and customer requirements within your market place. Greater profits and turnover lie here because you are identifying opportunities your competitors haven’t spotted yet.
Identifying coming opportunities and explaining how you provide products or services that meet emerging needs is sometimes referred to as Riding the Next Wave.
On the About Us page we describe ITL’s approach as “creating an intelligent dialogue with your customers and prospects before we start prescribing solutions”. As a part of this proven process we spend time building a rapport with your customers, as a result of which we are often able to provide an intelligent overview of the market and provide strategic thinking which is difficult to obtain from your own team.
If we are looking at your value propositions independently of other work, we may be required to conduct carefully positioned survey interviews with key customers, prospects, and your staff in order to identify the messages which would be most appropriate to drive revenues and profits. We would usually be required to provide for Board consideration a detailed report of where your current strategy could be improved. Contact Us for more information.