Some questions you will want to answer as you develop your value proposition:
- What customer need launched the development of these products?
- Who are the head-to-head competitive brands (products) for each product?
- What attributes lead a customer to choose your brand instead of these competitors? What are competitor attributes that we should be aware of?
- What differentiates your products from these competitors?
- What is the purchase path to brand choice? What barriers exist in the successful selection of your brands?
- If you were to write a headline – for each product – what would you say to a customer to help them understand why they should buy your product instead of a competitor?
- As important, how do you differentiate between the products in our portfolio?
- What stories can you tell about customers who have purchased your product(s)? What did your product(s) or the company do – that competitors could not?
- When listing all attributes, how do you rank the importance of each?
- What do you hear from sales people about their ability to sell your products?
These questions can help you can create a value proposition that resonates with your target audience and drives business success