A Value Proposition Worksheet

A Value Proposition Worksheet

Creating a great value proposition is a critical step in building good marketing messages but writing effective value propositions isn’t easy. Marketing schools still teach the standard for creating value propositions from Crossing the Chasm that looks like this: For (bulls-eye customer), Who (purchase motivation), Our product is a (customer language), That (benefit), Unlike (competitors), Ours (differentiators), At a price (vs. competitors). I wrote a post on this style of value proposition a while back and another on how you might craft a set of simple value statements. Lately however I’ve been thinking that there’s a step missing from the way we traditionally create these, namely the step that shows how you got to the value proposition in the first place. Why a Value Proposition Worksheet? Your value propositions will be based on a set of facts and assumptions. The assumptions will shift or become facts as you run experiments and execute on marketing programs. The facts will change too, as you evolve who your ideal target customers are, as new competitors enter the market, and as your own product changes with additional releases. I’ve been using variations on the template (I sometimes refer to this an “offering template”) for a while and I think it works:   What Do You Do? – this is the simple statement that describes what you offering does. This isn’t the value you provide (that comes later) but rather the starting point of how you would frame what you do for someone you have never pitched before. Competitive Alternatives – this is what a prospect would see as an alternative to using your offering. It could be “do nothing” or “hire someone” or...
Startup Marketing: Does the Competition Matter?

Startup Marketing: Does the Competition Matter?

I have heard people make the argument that startups shouldn’t think about their competitors. I agree that many spend too much time worrying about how their feature set stacks up against another offering’s feature set. On the other hand, prospects are evaluating your solution against alternatives (which may not be products) and communicating how you are better than those alternatives is a key part of great startup marketing. Simply put – you should care about competitive alternatives if your prospects do. Startups are not Big Companies I very rarely see useful competitive analysis done by startup marketers, mainly because they are trying to do it like big companies do it. The big companies I’ve worked for have had departments dedicated to creating large detailed check mark matrices that showed how our feature set compared to competitive offerings. These matrices almost never included any feedback from customers. Needless to say, the products and their markets were very mature. This approach completely falls apart within the context of a startup. Your competitors, from a customer point of view are almost never so easily defined. For startups, your offering is often competing with “do nothing”, “hire someone to do it”, use spreadsheets/documents/paper, or some other solution that might be completely unsuited to the task but is free/easy/what has always been used. Comparing features of one of these alternatives to your startup’s offering to makes absolutely no sense in this context. A More Customer-Centric Approach In the context of a startup the only competitive analysis that makes sense is the one that is happening in side the heads of your prospects. The more you...
Lipstick on the Enviropig: A Tale of Messaging and Manure

Lipstick on the Enviropig: A Tale of Messaging and Manure

We marketers are optimistic by nature. We’re trained to see the most desirable aspects of the products we sell and minimize the potential drawbacks. This optimism can be a problem however if we lose sight of how customers actually perceive our products and start to believe everyone sees them the way we wish they did. In my first marketing job my boss gave me some very wise advice: Don’t get caught smoking your own marketing Which brings me to this example. Here in Canada, the University of Guelph announced a research project called “The Enviropig.” From the site: The Enviropig™ is a genetically enhanced line of Yorkshire pigs with the capability of digesting plant phosphorus more efficiently than conventional Yorkshire pigs. These pigs produce the enzyme phytase in the salivary glands that is secreted in the saliva. When cereal grains are consumed, the phytase mixes with the feed as the pig chews. Once the food is swallowed, the phytase enzyme is active in the acidic environment of the stomach, degrading indigestible phytate in the feed that accounts for 50 to 75% of the grain phosphorus. Simply put – this pig can digest phosphorus from pig feed more efficiently than regular pigs. This means the pig doesn’t need to get fed expensive phosphorus supplements and also produces manure with less phosphorus. Phosphorus in pig manure is a major source of freshwater pollution. Hey, less pollution, that sounds pretty good! The site even goes so far as to helpfully point out that raising an Enviropig is just like raising a regular pig: …the technology is simple, if you know how to...
Lousy Marketing Messages: 5 Causes and Solutions

Lousy Marketing Messages: 5 Causes and Solutions

I was chatting with a startup CEO about marketing messages and how important it was to create a great story. His company has an awesome story and even though they only have a junior part-time marketer on staff, their messages are great. “I don’t get it,” he says to me “I see all this lousy messaging out there and yet we manage to do it! What’s wrong with people?” That got me thinking. Why is there so much bad messaging out there? Here’s what I think: 1/ The Team Stinks at Message Creation – The company has a good story but the team stinks at message creation and can’t translate that story into compelling messages. In my example above, the company happens to have naturally great storytellers on staff so they don’t have this problem. Not every startup is so lucky. Solution: Hire or rent some marketing talent. If you go with a consultant make sure they come with super references and make sure you stay heavily involved in the process. The output will be better that way and the team will get a better understanding of how to create messages. Caution: keep reading because this might not actually be the problem. 2/ Marketing Doesn’t Get It – The company has a good story but marketing (or whoever is creating the messaging), although great at message creation, lacks the understanding of either the offering or the market to really understand or believe the story. Messages are then created based on this (incomplete or flawed) understanding, resulting in weak messaging. Solution: Either spend more time with the marketing folk making...
Do Not Build Startup Messages for Your Grandmother

Do Not Build Startup Messages for Your Grandmother

I’ve heard people say that startups should build marketing messages that a grandmother can understand (where “grandmother” is short form for “clueless non-technical person”). There’s some obviously uncool stereotyping going on there (I say that as an engineer old enough to be a granny, albeit only if both I and my fictional offspring had managed to produce kids at a young age, but still) but that’s not the only reason I hate that cliche. I hate it because building messages for a fictional clueless person just doesn’t make any marketing sense, particularly for a startup. Don’t get me wrong, I’m all for simplicity and if nothing else, the exercise of “writing for your grandmother” gets you thinking about an audience that might not be as technology-savvy as you are. But at the same time, WHO that audience is matters a lot. Great messaging starts with a deep understanding of the market you are targeting. A market is defined by a common set of needs primarily, but markets also tend to have a common language, a common level of understanding of a technologies/products/services, and sometimes they have a common set of beliefs, experiences or even iconography. Great messages resonate with target markets when they are built with those commonalities in mind. Here’s an example. I met the guys from Wave Accounting a couple weeks ago – they are a startup that provides an online accounting solution for small businesses. On their home page is a picture of a shoe box full of receipts (it’s a video but that’s what you see before you hit play) and the following message: Shoebox...
6 Pitch Lessons from the MIT Media Lab

6 Pitch Lessons from the MIT Media Lab

Research is a foreign concept to many startup folk. In startups we’re very focused on building something that will immediately sell and make a profit. Researchers aren’t necessarily looking to build finished products to be sold today (although occasionally that does happen). They’re exploring what’s possible within a domain in order to stretch our thinking about it. Last week I had the chance to chat with Andy Lippman, Nicholas Negroponte and others at the MIT Media Lab and they and constantly repeating “What if you could do this?” or “What would happen if we had that?” Their projects aren’t constrained by the practical market realities that bind most startup folks. Given that, you wouldn’t imagine these folks could teach a startup anything about selling. You would be dead wrong. These folks pitch sponsors constantly and they are good at it. In fact, I saw more great pitches in an afternoon than I’ve had startup folks give me in the past 6 months. Here’s what made them great: Your pitch should start with the vision – Startups often skip talking about the vision and rush to pitch you the thing you can buy right now. But vision is important for setting the frame of reference for what you are trying to accomplish. Before Rick Borovoy showed us his Junkyard Jumbotron and Electric Price Tags projects he explained that he was exploring how we could make interacting with our mobile devices more social in the real world, something we immediately saw the value of. John Moore’s explanation of his vision for more patient-directed healthcare helped us understand the importance of his I’m...
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