Is Your Value Proposition Strong Enough?

A few weeks ago I sent out a newsletter announcing my new web site. The next day I received this email from a subscriber:

“You did a good piece of selling in the email. I read all the way to the bottom, and I had NO intention of doing so when I glanced at it. You must know your stuff!”

While I enjoyed the compliment, what really surprised me was that it was from a professor in the Pharmacy Sciences Department of a midwestern university.

What in the world was a PhD doing reading a newsletter on selling? Turns out that he and a colleague were starting a consulting practice.

Then he described his core business. I realized it was one of the best “value propositions” I'd heard in a long time! But before I tell you what it is, let me define what the term means.

A value proposition is a clear statement of the tangible results a customer gets from using your products or services. The more specific your value proposition is, the better.

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Jill Konrath is the author of Selling to Big Companies. Get more information at www.sellingtobigcompanies.com.