Is Your Value Proposition Strong Enough?
A strong value proposition is a clear statement of the tangible results your customers get by using promotional products. It should be focused on outcomes and demonstrates your value as a trusted advisor.
A strong value statement also needs to be specific, using numbers and percentages to prove your value.
Example: We helped one company save over $253,000 in medical and hospital expenses incurred because of unsafe work practices by their workers. Not to mention the $112,500 of lost productivity due to "Recordables" and "Lost Time Accidents."
Top management decision makers will set meetings with you if you focus on these three areas and give specific, quantifiable examples of how you can help them: Increase Revenue, Reduce Expenses, and Minimize Risk.
Corporate decision makers will nearly always meet with you if you speak their language. Focus on helping them achieve their objectives and always talk about tangible business outcomes.
Action Step: Craft a telephone script, business letter and your "Core" message about how you can help your clients achieve measureable results by using promotional products in their business development programs.
Remember, promotional products and the services you provide are simply tools that buyers need to produce the results they desire for their organization.
Best of Success!
Dale Limes, MAS, is Senior Vice President of Sales for HALO Branded Solutions. He is an industry veteran of 27 years, a frequent trainer at industry events, and consults with distributors at every level to help increase sales and efficiency.