1. LITE 2018
Resonate, Differentiate and
Substantiate - Redefine Your Value
Proposition

2. What is a Value Proposition?

3. To develop a winning value proposition you
first have to think about why customers buy
anything…

4. What kind of value propositions make an
impact on you?

5. When the end of the work day is inevitable.

6. Help me work out more.

7. Stop following me.

8. The standard theory on value propositions
and how to develop them is rather
straightforward and logical.

9. •Resonance is all about cutting through the
never-ending chatter of the marketplace and
speaking to prospect needs and wants.
Resonate

10. •You want buyers to see you as the best
possible option in your space.
•Unique Selling Proposition (UPS)
Differentiate

11. •You made the claim; now it’s time to show
your cards and prove you’re not bluffing.
Substantiate

12. 1.Buyers have to want and need what you’re
selling. You have to resonate.
2.Buyers have to see why you stand out from
the other available options. You have
to differentiate.
3.Buyers have to believe that you can deliver
on your promises. You have
to substantiate.

15. Pretty obvious stuff.

16. Do you want to know the most elegant
solution for crafting your value proposition?

17. •Take a long hard look at your organization
• Constantly examine your product
•Stay focused on your mission
•Never give up on scrutinizing the feedback
from your customers.

18. Figure out your Ideal Customer Profile by
examining what it is you’re truly offering and
identify the type of customer that can’t help
but to buy from you.

19. If you structure your conversations to drive
interest over time, you don’t need to rely on a
canned two-paragraph statement.

20. By investigating the underlying reasons why
customers choose you, you are able to craft
key points to use in your conversations.

21. Avoid delivering generic messages that
sound like everyone else’s.

22. Having a good value proposition isn’t worth
much unless you prove it.