Posts Tagged ‘qualified prospects’

Green value proposition example

Thursday, October 28th, 2010

By Barbara Bix, B to B marketing consultant

In a previous post, I provided a  do-it-yourself guide for creating compelling value propositions in 3 steps using the following formula:

The value proposition formula

We help [your most promising prospects] that [need help with the pressing concern you address] succeed by [providing the material improvement you will deliver].  Unlike [the alternative solution], [your solution] [describe the reason why your company is a better choice] as demonstrated by [evidence that you will deliver as promised].

A service provider’s “green” value proposition

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Making the sale depends on addressing an urgent need

Monday, August 4th, 2008

This diagram describes the buying process. I contend that before anyone buys anything, they need to go through these nine steps. This is true for any purchase.

The higher the risk, the longer the sales cycle…

For low risk, inexpensive purchases like a candy bar, buyers whip through all nine steps in a matter of seconds. When it comes to major purchases, the buying process often takes months and sometimes years. For example, think back to the time it took your own business to decide to put up—or even redo—your website…

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