How Customer Value Proposition Works
Feature: a specific important feature of your offer helps customer
Advantage: as compared to the competition
Benefit: to the customer (Unique extra benefit you have Vs competition)
Marketing: For promotion use visualisation that conveys feeling and is easy to remember.
Promotion Strategy 1: Take the hopes, dreams, fears and desires that already exist in the hearts of people, and focus them on your product.
Promotion Strategy 2: Create a new customer need or desire, and offer your product as the best solution.
What Is Perceived Value to the Customer?
You should charge the customer of the value provided, regardless of its cost. If the price charged for a product is commensurate with the > benefits provided or a > solution to a customer problem, then it will be considered a good value in the mind of the buyer.
Define Your Internal Core Marketing Message:
To create a business-generating marketing program, the first direction to go is inward. Before you create your outward-reaching promotional materials, you've got to get a fix on your internal Core Marketing Message – in other words, what customer value are you selling, and why should anyone care?
Describe Your Unique Advantage:
> Differentiate – describe the unique advantages of your service over your competition, and what makes you special, memorable, and stand apart from your competitors. Strong differentiation techniques include uniqueness, leadership, attribute ownership, heritage, your philosophies and values. Use testimonies to back your claim.
Experiential Marketing:
The best way to communicate to potential buyers the value of a product is to let them experience it. Creative experiential marketing, when applied correctly, will lead to greater impact for the consumer, increased effectiveness for the advertiser, and even cost savings relative to traditional advertising or marketing techniques
Case Study Apple:
Apple’s innovative value proposition “The product as an experience” stimulated great ideas when company leaders were contemplating a new business model. For instance, Apple pioneered into a new business space and defined a workable > business model Download PowerPoint presentation, pdf e-book for downloading music.
Case Study Dell Computers:
Dell Computers won business on price, but the company provides also high-quality products and services and maintains partner relationships with their customers. Actually, Dell Computers have found that the pricing was only one-third of their customers' decision-making process; the other two-thirds represented service and support.
