What is the purpose of a value proposition? A Core Value Proposition (CVP) is a logical statement used by marketing and sales to tell customers why they should choose to purchase from your brand and not from your competitors
How do you write a customer value proposition? The process to build out a CVP involves a structured and engaging team-building exercise to ensure you touch-down on your uniqueness, and hone in on the triggers your B2B customers need to receive. The outcome is often a well-framed summary that will make your brand stronger and more persuasive along the customer consideration-to -purchase journey.
A shared CVP presented consistently in the right place at the right time across marketing and sales channels will illustrate why buying from you is the best choice in a concise, easy-to-follow format.
This is the question your prospect needs assistance to answer. And in the world of B2B and considered purchase, there will no doubt be more than one decision-maker, baton change or influencer along the journey.
It’s also not easy making a brand attractive to customers when decision-makers have many brands with similar innovations, services and features to choose from. Your team needs to sing from the same song sheet. This is why it may be important to take a wider lens and look at the brand platform to ensure it supports value alignment. Components such as brand purpose, brand promise, brand positioning, tone of voice all come into play, to name a few.
Some say a CVP is the most important part of an overall marketing message. At Green Hat, we have found that it builds stronger bonds with sales and marketing. It’s important to make time to listen to valuable insights from business development managers and implementers, to discover their perspective of the competitive landscape, and to understand what they are saying across the buying journey to reinforce marketing messages.
Why is the customer value proposition important? We believe a well-constructed CVP can:
Once you have a CVP, it needs to be reviewed regularly to ensure the measurable proof points remain up-to-date and relevant to potential customers.
There are several ways to measure the effectiveness of your CVP. Once framed and agreed internally, it needs to be embedded in the organisation across multiple channels.
First up, the CVP development process doesn’t take very long once you have a core group of engaged people onboard. One of the most important parts of building a CVP is that you need to create it together. We have built an effective remote framework to ensure we gain, and openly share, the insights that arise along the journey.
The Value Proposition process is a core module of the brand platform. It can be completed as a separate module or part of the bigger brand picture. The B2B CVP process allows businesses to analyse their value propositions and their target customer segments in more detail. Together we evaluate the “fit” between the value you intend to create and the expectations the various decision-makers have to solve their business needs.
Together we define features and benefits and the problem your brand solves for the customer. We map out a customer value pathway and build an in-depth knowledge of your customer personas, their pains and gains. It’s important to have clarity and sketch out the B2B buying journey. We identify everyone involved on both sides, how long it takes, what they say, the rational and emotional triggers, and when they receive valuable information.
Success stories are also distilled as they are key to evaluate previous triggers, gain creation and measurable proof points. If you have a tiered CVP, this process will also create value and highlight what you need to learn about customers and how to create a better “fit”. It will help you structure your thinking, and highlight how your brand, in your ownable brand voice, can be more connected.
To find out more about developing a CVP for your brand, drop us a line.
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