Re: Sales - Articles #Value PropositionRe: Sales - Articles #Value Propositionhttps://www.regardingsales.com/blogs/tag/value-propositionFri, 20 Mar 2026 12:33:10 -0700http://zoho.com/sites/<![CDATA[Can You Do That For Me?]]>https://www.regardingsales.com/blogs/post/Can-You-Do-That-For-MeDo you have a value proposition? Have you ever said it out loud to a prospect only to have them stare at you like you are speaking another language? Maybe it’s because you are. If you want your value proposition to resonate, read this article.]]>

 Can You Do That For Me? 

When I am marketing to prospects, my goal is to hear them say, “Can you do that for me?” 

If they say that, we have something to continue talking about. 

 

Are your clients saying, “Can you do that for me?”, or something like can you… 

 

  • “Really make my shipping process that easy?” 

  • “Teach me how to do that?” 

  • “Make it so that never happens again?” 

 

If your customers are not saying things like this to you, you are not talking about the things that matter to them. 

 

Business-to-consumer (B2C) advertisers, really have this down.  The photo in their ad suggests that “you’ll look really sexy in that car.”  The fact is, they aren’t selling you the car.  They are selling you the benefit of owning that car (i.e, that you will look sexy or feel great or whatever it is that their product is designed to do).  If you want to be an attraction-magnet to women or men, then that advertisement speaks to you and you think, “Hmm, if that car makes me look sexy, maybe I need it.” 

 

Admit it, it works on you.  I know for sure it works on me, because Facebook has my number. I like comfort and they show me ads for things that are comfortable.  I look at those ads and say, “I bet that will feel great,” or “That looks so comfortable, I want it.”  Yep, they had me at comfortable. 
 


If we know that . . . if we react to those cues every day, why then do we, in the business-to-business (B2B) world, forget about it when it comes to making a B2B sale?  Suddenly we think our customer is interested in the kind of toner cartridge our product has or the number of gigs if has. They aren’t.  
 
If you want to get your customers’ attention, don’t talk about product. Talk about  their problem in their words, and how you can help.

If you’re selling phones, don’t tell them that the phone has a gazillion gigs.  They don’t care until you can tie that phone into to a problem them have. 

 

For instance, “Sick of your phone saying you are out of space? This phone has a gazillion gigs, so you will never see that message again.”  

 

YES!  If I was your prospect, now you are talking my language.  The truth is, I don’t care how many gigs there are. That means nothing to me. What I care about is not running out of memory AND not seeing that “you’re out of memory” message anymore. 

 

How does this apply to what you sell? 

 

Think about the kinds of things you are saying and ask yourself if that will make your customer say’ “Can you do that for me?” 

 

Here is how you do it. 


  1. Start by thinking about your customers’ problem and how they talk about it.  What kinds of things do your customers say?  I’m pretty sure they don’t say, “Boy do I wish I had 125 gigs.”  


Do they say things like: 


  • “I have to create this schedule every day and it takes forever and never works. I am sick to death of it.” 

  • “My people keep messing this process up and it makes it impossible for me to do my job.” 

  • “If our virtual meeting starts late one more time, I’m going to fire every last one of them.” 

  • “Why do I keep getting in trouble because the technology doesn’t work? It isn’t my fault.” 


If that is what your customers are saying and thinking, how are you talking to them? 


  1. Look at your current messaging. What it probably says is: 


  • Our scheduling tool has a team function, a manager function and revision function. They are great and make it much easier for you to schedule. 

  • Our data shows that banking teams typically produce 100 inaccurate reports each day.  We reduce inaccurate keystrokes with AI consistency technology. 

  • We have the latest, greatest Web Meeting Tech.  Our activation identifies the number of people in the room and starts the meeting according to our specified algorithm. 

  • One of the most common issues in any company is insufficient tech resources to keep systems operational.  The level of stress that creates for your team is incalculable. The cost to productivity huge.  Call us today to discuss how we can help. 


  1. Rewrite your messaging. What it needs to say is: 


  • “What if your scheduling took 10 minutes and worked right the first time, every time?  Ask us how.” 

  • “Is your team making this mistake?  Our customers have completely eliminated that problem. Here’s how.” 

  • “Want to start virtual meetings on time, every time? Let us show you how.” 

  • “Is tech malfunction holding you up? Become a hero by introducing us to your IT team.” 


Make a list of the kinds of people you talk to.  Think about the problems they have and how they talk about them.  Now create messaging, whether for email or face-to-face conversations, that speaks to the problem - using the language they use. 


When you do that, you’ll start to hear them say “Can you do that for me?” more and more. 


If you would like help speaking to your customers so they get excited, click below to schedule up a 30-minute conversation with me. 

 Need help getting started? 

​Schedule a Sales Strategy Session

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]]>Fri, 06 May 2022 15:10:36 +0000<![CDATA[5 Reasons Value Props Pop or Flop ]]>https://www.regardingsales.com/blogs/post/5-reasons-value-props-pop-or-flopDo you want your value proposition to pop? They will pop if you write value propositions to resonate with the people you are talking to. When it reson ]]>

5 Reasons Value Props Pop or Flop 

Do you want your value proposition to pop? They will pop if you write value propositions to resonate with the people you are talking to. When it resonates, they will say things like, “I need that!” or “Can you do that for me?” (Music to my ears.)  


When you receive a response like that, it means you have identified your customer’s problem or an opportunity that is exciting to them, they understand it and they want it. It pops! 


But sometimes you don’t hear that, and that’s when you know something is wrong with your value prop. 

This is What Happens When Your Value Prop Flops 

  1. You get a blank stare when you use it. 

  1. You have to explain to your prospect why it’s “Win-Win.” 

  1. They say thing like, “I don’t need that.” 

  1. People walk right past your tradeshow booth. 

  1. Your calls and emails go unanswered. 

Reasons Value Propositions Flop   

1. Your value prop is seller-focused.  

For value propositions to be effective they have to be outward-focused; ideally, customer-focused. If your value proposition is focused on your company or product and what it does, it is what a Lisa Dennis calls “Inside Out.” That means it is looking inward instead of outward. For value propositions to be effective they must be outward-focused; ideally, customer-focused. Value propositions that work focus on the problem or opportunity your customer has, then explains how you solve it and what is unique about that. They always start with the customer. 


2. Your value prop doesn’t highlight true differentiators.  

An effective value proposition differentiates you, your company and your products from all other solutions out there. The problem is that most companies can’t figure out what their differentiators are. One easy way to do that, short of asking your customers, is to imagine that you are giving your customers a list of strengths and after each one, they say, “So what? What does that do for me?” and then when you answer they say, “Prove it!” If it is something that is true of your company and not your competitors, and your customer cares about it, and you can prove it’s true, you have identified a differentiator. The “How we do it differently?” or “What is Unique about the way we solve your problem?” 


3. Your value prop doesn’t focus on the buyers and their problems.  

Customers are focused on problems and opportunities. They don’t care about your product unless it solves a problem for them. Most sales and marketing messaging is focused on product, features, and benefits. Customers are focused on problems and opportunities. Customers don’t care about your product or how it works unless it solves a problem for them or provides a critical opportunity. If they aren’t feeling real pain or don’t see real growth opportunities, then nothing you say about your product will resonate with them. 

   

4. Your aren’t focused on your ideal customer. 

Trying to make your solution the best solution for everyone is impossible. Instead, understand what specific needs your ideal customer has and focus your solution and value proposition on those needs. Your value proposition will pop when the customer sees themselves in your message. Be prepared to tell your prospect why your solution is designed for them, your ideal customer. Then you can easily differentiate your solution from all the others. 


5. Your value prop hasn’t been personalized.  

If your value prop doesn’t speak specifically to the problem your buyer needs to be solved, then it isn’t going to be effective. What matters to the CEO is different than what matters to the CFO or CMO, CSO etc. Very few value propositions are one-size-fits-all. If your messaging doesn’t speak specifically to the problem your buyer needs to be solved, then it isn’t going to be effective. 

Writing Value Props that Pop 

Write a value prop that pops

Your value proposition should start with your ideal customer’s problem in their words. Be careful to avoid features and focus on problems. Once you have stated the problem the way your ideal customers do, you can explain how you solve that problem. Then you can differentiate your solution by explaining why it is the best one for them, your ideal customer. This is where you differentiate yourself from the competition. 

 

Simply stated, a value proposition that resonates and makes your prospects say, “Can you do that for me?”, sounds like this: 

 

Customer problem in their words. How you solve it. Why you are the best solution for your ideal customer. 

 

If you need help writing a value proposition that Pops, instead of one that flops, schedule a Value Prop Coaching Session. 

Need help writing a value prop that pops? 

​Schedule a Value Prop Coaching Session

Schedule a Value Prop Coaching Session

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