Comments on: Capturing buyers’ attention: What makes a value proposition compelling? http://www.bbmarketingplus.com/blog/2008/11/05/capturing-buyers-attention-what-makes-a-value-proposition-compelling/ Attract better business, shorten the sales cycle, and accelerate revenues Mon, 22 Feb 2010 23:58:35 +0000 http://wordpress.org/?v=2.9.2 hourly 1 By: bbmarketingplus http://www.bbmarketingplus.com/blog/2008/11/05/capturing-buyers-attention-what-makes-a-value-proposition-compelling/comment-page-1/#comment-5357 bbmarketingplus Mon, 09 Nov 2009 15:25:08 +0000 http://www.bbmarketingplus.com/blog/?p=55#comment-5357 Thank you. A positioning statement claims your unique place in the market relative to both direct and indirect competition and erects walls around it. You may communicate your positioning just through words--or through all five senses. Your value proposition has some overlap in that it also helps differentiate you from the competition. Nevertheless, its primary purpose is to capture attention by illustrating the quantifiable impact you can make on the prospect's business. So, while they overlap, I don't consider them synonymous. Thank you. A positioning statement claims your unique place in the market relative to both direct and indirect competition and erects walls around it. You may communicate your positioning just through words–or through all five senses.

Your value proposition has some overlap in that it also helps differentiate you from the competition. Nevertheless, its primary purpose is to capture attention by illustrating the quantifiable impact you can make on the prospect’s business. So, while they overlap, I don’t consider them synonymous.

]]> By: Martin http://www.bbmarketingplus.com/blog/2008/11/05/capturing-buyers-attention-what-makes-a-value-proposition-compelling/comment-page-1/#comment-5355 Martin Mon, 09 Nov 2009 14:21:00 +0000 http://www.bbmarketingplus.com/blog/?p=55#comment-5355 This is a very helpful summary of the key attributes of a value proposition. How do you distinguish between value proposition statements and positioning statements -- or do you consider these to be synoymous? This is a very helpful summary of the key attributes of a value proposition. How do you distinguish between value proposition statements and positioning statements — or do you consider these to be synoymous?

]]>