Steps,Develop,Your,Unique,Valu business, insurance 3 Steps to Develop Your Unique Value Proposition
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3Steps to Develop Your Unique Value PropositionMany sales people have heard about a unique sellingproposition, but do you know how to determine what your unique value proposition is?A UVP answers the most important question yourprospective client can ask you, Why should I do business with you instead of yourcompetition? A USP demonstrates howyour product is different from the rest, but the UVP shows how you aredifferent.You can determine what your UVP is by talking toyour customers to find out why they chose you. You can use this information to attract more customers that think thesame way as your original customers do. Or, take a close look at your competitors. What are you doing differently from them? What are you adding to the sale to convert fromjust looking to paying customers?There are three main components of your UVP that youneed to identify in order to create an effective selling tool. First, your UVP needs to be unique. It needs to be something that your competitorisnt or cant deliver. It can be subtleor huge, but it has to be different. Next, your UVP needs to be valuable. The point of the UVP is to convince prospectivecustomers that the only place that they can find the extra value is when theychoose you and your team. If yourcustomer doesnt value your UVP, it isnt going to be an effective tool for you. Value is in the eye of the beholder. You are going to have a hard time convincingyour prospects that a free 8-track cassette is a good value unless theyalready have an 8 track player or are thinking about buying one from you!Finally, your UVP needs to be clear. If you bury your UVP in qualifiers andlegalese, you are more likely to confuse your prospective customer than you areto convert them. Show them what you cando better than anyone else.Your UVP will show your potential customers that youunderstand who they are, you understand what they want, and you are willing togive it to them. If you think its justa trick or a gimmick, your prospective customers will see right through youroffer, and this will damage you more than you think. Find your UVP, share it with your customers,and you will find you have new customers looking for you, because their friendstold them who you are, what you do, and why they should buy from you.
Steps,Develop,Your,Unique,Valu