Why Value Propositions Don’t Work

Why Value Propositions Don’t Work – Businesses appear left and right each day. However, how many of them last for a long time? If you think of it, it’s easy to start a business. You just need capital and a vision. Wrong! The best entrepreneurs don’t usually start as businessmen or businesswomen. There’s a common denominator that their future customers don’t notice from the get-go. It’s that they’re simply scratching their own itch. What does that even mean? They’ve had a sticky problem that they just became so sick of so they came up with solutions themselves.

We talked about entrepreneurship first before we dug deeper into value propositions because the reason we do advertising and marketing is that our respective businesses profit by selling our solutions regardless of whatever they may be. No matter how good your products or services are, if you are not good at selling them, you won’t profit. It goes the other way around, too. No matter how good you are at selling, your buyers will remorse their purchases if your products or services have bad quality.

So what do these two points tell us? The best value proposition does not come from the best features and benefits. It’s all about how it solves problems. And the only way to sell anything effectively is by making your buyers realise that they have a problem. Only then you can present your solutions. In fact, let’s call the value proposition a problem proposition. Why? Because people who are casually looking around your shops—whether online or in-person—don’t instantly realise that they have a problem. So what do you do? Remind them that a problem exists in their lives and it’s taking away something from them if they don’t get it solved.

“Isn’t that guilt-tripping?” Let me ask you this. Do you do it just to get something from innocent people or do you want to help people solve a problem that you have also experienced before? If your answer is the latter, then your intention is pure. So you don’t have to feel bad about doing it. Now, this method is typically carried out by the founders. What’s next is you have to come up with a plan on how to keep your founding story intact and how can you build a team of storytellers who will turn out to be your sales team.

If you remain true to your brand as you scale, you will attract like-minded teammates and loyal fans who will buy anything for you. If you have to close a deal or just want to offer a friend something of value, start with a problem first then they might check out your solutions without being resistant.

It’s a practice that we’ve deeply ingrained in our profession. That’s why we get to work with partners who are aligned with our values and purpose. If you would like to learn more about how we do it through offshoring, you may contact us through this page or book a call with our experts on this link.