What we are going to design with this simple exercise are the bases of how your solution improves the works developed by the clients.
The goal is to design your value proposition around what they do NOW and how your solution improves current jobs and potential market alternatives.
It makes no sense to put together your value proposition from your perspective, from your technology or from a market trend, you need to know what they do on a daily basis and how your product is involved in offering a better solution than what they already do.
Example:
a) My arm hurts: Here I have an ointment with medicinal herbs used by the druids that acts in 12 minutes and with a few applications you will see how the pain heals without realizing it.
b) My arm hurts: what do you do to cure it? I have it high. And does it work for you? So so. What if I told you that my cream can relieve you without having your arm raised, would you try it?
That is the style of sale that you must implement.
We have simplified theories such as the Value Proposition Canvas or the Business Model Canvas since we assume that if you are reading this it is because you already have clients but you still need to define your service as a clear contracting alternative.
For that, we have created this template that you will have to fill in after carrying out the validation interviews of the following activity, including the current jobs that your client does, the alternatives that exist (have tried them or not) and how your solution improves the possible existing options .
https://docs.google.com/spreadsheets/d/1nt-hYIs0wAZd-K9wHtGd69r4aU_oW7aBAq6rE6pjm2Y/edit?usp=sharing
We will use this information especially in your sales scripts to compare the different service alternatives that your client most likely already knows that exist and where you must demonstrate that your solution is the best among all.
Fill in the template and we will review it with you in the support sessions if you think it is necessary.