At this point, you need to take a more refined look. After all, you will need to make a list of benefits of the features of your products and services.
But don’t use your point of view to make this analysis. Now that you have a persona and know their decision-making process, it will be easier to evaluate your product from your customer’s perspective.
The decision-making process varies from business to business. But typically, the steps are structured as follows:
unique value proposition
From there, you will find that difference that will make your client’s eyes shine!
To help, you can ask physicians email list yourself the following questions:
What are the most important benefits for the customer?
What benefits does your competition not deliver?
What benefits are easily perceived by the customer?
Now you can start writing your unique value proposition.
Read also: 6 stages of the purchasing decision process and what your company should do in each one
5 examples of unique value proposition
How about being inspired by the unique value proposition of the market giants? See 5 examples!
Trello
“We help teams move work forward.”
Apple MacBook Pro
“Pure power for professionals.”
Uber
“Concerned about your safety, wherever you go.”
Netflix
“Movies, series and much more. No limits.”
American
“Everything, anytime, anywhere.”
So, are you ready to create your unique value proposition?
With it, negotiating will be much easier, after all, you know exactly what your client's needs are and why your solution is the best fit for them. However, it is important not to stop there! Keep improving yourself to keep your negotiations even more profitable.