What are the best ways to test your IT sales product's value proposition?

As an IT sales professional, you need to communicate the value of your product to your prospects and customers. But how do you know if your value proposition is clear, compelling, and convincing? How do you test and validate it before you pitch it to your target audience? In this article, we will explore some of the best ways to test your IT sales product's value proposition and improve your positioning strategy.

1 Define your value proposition

The first step to test your value proposition is to define it. A value proposition is a statement that summarizes how your product solves a specific problem or need for your customer, what benefits and outcomes they can expect, and why they should choose you over your competitors. A good value proposition should be concise, relevant, unique, and verifiable. You can use a simple formula to craft your value proposition, such as:

[Product name] helps [customer segment] [solve problem] by [unique benefit].

For example: Cloudify helps small businesses migrate to the cloud by offering a simple, secure, and affordable solution.

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Luca Izzo

Clinical Trial Leader #CNS #ECOA #RaterTraining #eConsent #EDC #Biotech
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Testing the value proposition of an IT sales product, especially in a specialised field like biotechnology, requires a strategic approach that encompasses various methods. Here are some effective ways to test your IT sales product's: - A/B Testing - Sales Team Feedback - Competitive Analysis and when it's possible: - Customer Interviews and Feedback Please hit me with a DM if you want to know more as I would love to go into more details with anyone interested! thanks!

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2 Validate your assumptions

The next step to test your value proposition is to validate your assumptions. You need to ensure that your value proposition is based on real customer needs, pain points, goals, and preferences. To gather feedback from potential and existing customers, you can use surveys and interviews to ask open-ended questions about their challenges, motivations, expectations, and satisfaction with your product and competitors. Additionally, you can analyze customer reviews and testimonials on online platforms such as websites, social media, forums, and review sites. A/B testing is also an effective method which involves comparing different versions of your value proposition on landing pages, emails, ads, or other marketing materials to measure their effect on conversion rates, click-through rates, or other metrics.

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3 Refine your message

The third step to test your value proposition is to refine your message. You need to optimize your value proposition based on the feedback and data you collected from your validation process. To improve your value proposition, focus on the most important benefits and outcomes for your customer, use clear and engaging language, add proof points to back up your claims, and differentiate yourself from competitors by emphasizing what makes you unique. Avoid jargon or buzzwords and demonstrate your credibility and authority with numbers, statistics, case studies, or social proof.

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Luca Izzo

Clinical Trial Leader #CNS #ECOA #RaterTraining #eConsent #EDC #Biotech
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To refine your value proposition I believe is key to concentrate on principal benefits for your customers, using straightforward and compelling language. Adjust based on feedback from the validation process, highlighting unique aspects that distinguish you from competitors. Avoid complex terms, and use very clear evidence such as case studies, references and client quotes if any.

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4 Segment your audience

The fourth step to test your value proposition is to segment your audience. It's essential to recognize that customers have distinct needs, preferences, and expectations. You can use various criteria to segment them, such as demographics like age, gender, and location; psychographics like interests and values; behavior such as usage and loyalty; and needs like problems and desires. By dividing your audience into segments, you can craft more personalized and relevant messages that appeal to them. This will allow you to tailor your value proposition for each segment.

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5 Test your positioning

The fifth step to test your value proposition is to evaluate how it fits into the market and how it compares to your competitors. To do this, you can use a positioning statement, a positioning map, or a value proposition canvas. A positioning statement is a concise summary of who you are, who you serve, what you offer, and how you differ from your competitors. A positioning map is a visual representation of how your product and your competitors are perceived by customers on two or more dimensions. The value proposition canvas helps you align your value proposition with customer segments by mapping out their jobs, pains, and gains. By testing your positioning, you can identify your strengths, weaknesses, opportunities, and threats and adjust your value proposition accordingly.

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Luca Izzo

Clinical Trial Leader #CNS #ECOA #RaterTraining #eConsent #EDC #Biotech
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To evaluate your value proposition's market position, utilise a positioning statement and map/canvas. The statement concisely details who you are, your audience, what you offer, and how you differentiate from competitors. This approach helps identify your strengths, weaknesses, opportunities, and threats, guiding adjustments to your value proposition for optimal market alignment.

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6 Iterate and improve

The final step to test your value proposition is to iterate and improve. You need to monitor and measure the performance of your value proposition and how it affects your sales results, using metrics such as customer satisfaction, retention, acquisition, and lifetime value. By evaluating these indicators regularly, you can ensure that your value proposition remains relevant, compelling, and convincing for your customers while also supporting your sales goals and growth.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the best ways to test your IT sales product's value proposition?

1

2

3

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5

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7

1 Define your value proposition

2 Validate your assumptions

3 Refine your message

4 Segment your audience

5 Test your positioning

6 Iterate and improve

7 Here’s what else to consider

IT Sales

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What are the best ways to test your IT sales product's value proposition?

1

2

3

4

5

6

7

1 Define your value proposition

2 Validate your assumptions

3 Refine your message

4 Segment your audience

5 Test your positioning

6 Iterate and improve

7 Here’s what else to consider

IT Sales

Rate this article

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