Tag Archives: value proposition
Buzzwords and Why We Can’t Stop Using Them

Buzzwords and Why We Can’t Stop Using Them

Buzzwords are a shortcut to explaining the real value of a product. No wonder we like to use them. Unfortunately there are no shortcuts to building great value propositions.

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The Elevator Rant: A Prelude to a Value Proposition

The Elevator Rant: A Prelude to a Value Proposition

An elevator rant is similar to an elevator pitch but it’s how the customer would briefly describe her problem. Constructing an elevator rant is a good precursor to developing a value proposition. This post describes what the elevator rant is and proposes a structure for building one.

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Value Propositions 101

Value Propositions 101

ShareEveryone has their own favorite way of creating a value proposition.  As I have mentioned before I like the one defined in Crossing the Chasm.  The format looks like this:
For: (bulls-eye customer)
Who: (key purchase motivation insight)
Our product is a: (customer language)
That: (key benefit)
Unlike: (key competitors)
Ours: (key differentiators)
At a price: (less than, equal to, or higher [...]

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