Tips for Building Strong Value Propositions Building a Value Proposition that Sells in a Recession Inviting Prospects In: How to Provide Value and Build Trust in the Sales Cycle Giving Your 'Effective' Value Proposition an Acid Test

In order to get customers to consider changing from the status quo, you have to give them a good reason--a really good reason. They need to know about the tangible business results they'll get from using your product or service.

One of best ways to wake a prospective customer out of his "everything is okay" slumber is to "jolt" him with a statement about the significant difference your offering can make. And the bigger the jolt, the better.

That means you can't just say, "We help you increase sales" or "With our products your service costs go down."

You need to be explicit. Metrics are a must.

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