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A Value Proposition is the heart of your business—it’s a clear and concise statement that explains the unique benefits your product or service offers to your customers. In simple terms, it tells your audience why they should choose you over your competitors. A well-crafted Value Proposition not only communicates what you do but also addresses the specific needs and desires of your target audience.
At its core, the Value Proposition Methodology is a captivating concept that breathes life into your business ideas. It empowers you to craft irresistible offers that resonate with your target audience, leaving them no choice but to become loyal customers and advocates. The methodology serves as a compass, guiding you through the tumultuous seas of the marketplace, making informed decisions, and achieving sustainable growth.
The architects behind this powerful methodology are Alexander Osterwalder and Yves Pigneur, masterminds who have meticulously studied successful businesses across industries and distilled their insights into the “Business Model Canvas” book.
They recognized the need for a unified approach to sketching out, testing, and refining business models – and thus, the Value Proposition Methodology was born.
A compelling value proposition sets your business apart from competitors in the marketplace. It clearly communicates the unique benefits and value your product or service offers, making it easier for potential customers to understand why they should choose you over other options. When your value proposition stands out and addresses customers’ specific needs better than competitors, it creates a distinct competitive advantage, boosting your chances of gaining market share.
A well-crafted value proposition statement resonates with your target audience, addressing their pain points and aspirations directly. When customers feel that your product or service is tailored to meet their specific needs, they are more likely to engage with your brand and consider making a purchase. This heightened customer engagement can lead to higher conversion rates and improved sales performance.
Having a concise and clear value proposition statement helps your entire organization align around a central message and purpose. It serves as a guiding star, ensuring that all marketing efforts, product development, and customer interactions are consistent and focused on delivering the promised value. This clarity eliminates confusion both internally among employees and externally to customers, leading to a more unified and purpose-driven approach to business.
The What layer of the Customer Avatar is drived about the conscious problem that the avatar has and need to be solved. The concept make you able to provide a clear statement that willo work as comunication pillar of the expected value that you customer can have on your product or service.
The Value Proposition Methodology, as described in the Business Model Canvas book, revolves around three key elements: Jobs, Pains, and Gains. These elements form the backbone of understanding your customers’ needs and crafting a value proposition that addresses those needs effectively.
It focuses on understanding customers’ problems and producing products or services that solve them.
This are rational aspect about the problem that the customer has and need to be solved.
Jobs include all the tasks that customers are trying to solve. These jobs can include anything that a customer is trying to do. It can include a problem being solved, a task being achieved, or any other need they want to satisfy.
Jobs can be social, emotional, and functional.
Social jobs are motivated by our societal duty, optimism, fear, or aspiration – the things we feel we have to do as part of our role in relationships and society. For example, when buying a car a social job would be to represent your social status.
Functional jobs are in simple words practical jobs. An example of this would be driving from point A to B.
Emotional jobs come from our preferences, likes and dislikes, and insecurities. With buying a car it would be the feeling we want to get when driving the car.
Here are some questions to help you define customer jobs:
All factors which stop customers from completing a job are called pains. Imagine them as roadblocks that customers have to deal with. Pains also include negative outcomes that customers prefer to avoid. You can categorize pains as severe or light, which will help to prioritize in the coming steps. This step helps to identify problems from a customer perspective.
Here are some questions to help you define customer pains:
Gains include the positive experiences and desires that the customers wish to achieve. Gains can be ordinary or even existential. However, gains aren’t the opposite of pains. They are aspects that encourage users to adopt a product or service.
Here are some questions to help you define customer gains:
The Value Proposition Methodology, as described in the Business Model Canvas book, revolves around three key elements: Jobs, Pains, and Gains. These elements form the backbone of understanding your customers’ needs and crafting a value proposition that addresses those needs effectively.
It focuses on understanding customers’ problems and producing products or services that solve them.
This are rational aspect about the problem that the customer has and need to be solved.
This is the place to list all the features, products and services you’ll provide. You can also list the version of the product you are producing, like freemium, trial. Focus on how the features and products will help customers get their job done.
Here the focus is on how your product will ease the customers’ pain. These relievers should be relevant to the pains mentioned in the customer profile. Different sort of pain relievers are made for different kinds of pain. However, it isn’t necessary to discuss the whole pain in detail here. Just a simple statement can do the task.
Here are some questions to help you define customer pain relievers:
This is where you show how your product adds value to customers. How does your product help customers achieve their goals? List everything that offers something new or improves the user experience.
Here are some questions to help you define customer gains creators:
To define who is the proper customer profile, we must use common sense and commun filtering. The more clear and obvipous filter are demographics,
Once you have filled out both sides of the Value Proposition Canvas, analyze how the Value Map aligns with the Customer Profile. Ensure that the products or services provided directly address the customer’s jobs, pains, and gains. This alignment indicates that your value proposition is well-tailored to meet your customers’ needs, making it more compelling and attractive to your target audience.
Once you have the match between the customer problems and the provided solutions than you have a clear space to create your Value Proposition Statement.
A unique phrase targeting the solution found with your product or service. It should be practical, direct and powerful
There are hundreds of different software on the market that allow companies and teams to organize their work. But Trello is a simple solution that offers a free plan.
What they sell: A visual tool for managing projects, workflows, and tasks.
How it’s helpful: It streamlines project organization for multiple parties within a company, helping everyone track benchmarks and stay on the same page.
How it stands out from competitors: Trello quickly organizes tasks and deadlines into an easy-to-understand visual card format. Plus, the base version is free and shareable with anyone within an organization.
Is their proposition communicated simplistically? Yes, it is easy for people to understand right off the bat. The subhead addresses doing away with outdated project management practices that can oftentimes be a headache. This tells customers how directly Trello will make their lives easier while implying it will save time for their entire team.
Some products and services require a higher degree of complexity and decision-making from the customer. This demands from the company a greater ability to personalize the solution offered. Therefore, the level of detail and personalization of the Avatar should also be improved, so that the company can create an alignment of how and under what conditions the service or product has the potential to generate value.
Understanding some precise needs that your customer have you can now address more precise and accurate Value Proposition.
The uniqueness requirements must be done as a 4-hand task, once each individual has particular needs.
Some products and services are more complex than others in terms of customer decision-making.
They require from the company a greater capacity to personalize the solution offered.
Thus, the level of detail and customization of the Avatar should also be improved, so that the company can create an alignment of how and under what conditions the service or product has the potential to generate value.
Your product or service represents much more than just the tangible solutions. It connects and brings your customer closer to their unconsciously desired archetype.
When you create this bond of sharing symbolism in your value proposition, you and your customer get much closer to the real value that will be conveyed.
Your brand is represented by an archetype, a historical and uncounscios smbologie. Your customer, on the other hand, is uncounsies drived by inner wishes and archetypes.
Here are some questions to help you define the archetype bound:
Here we map out the potential frustration the client may have if they do not meet their goals and dreams towards the desired archetype.
Here are some questions to help you define the frustration:
Here we map the potential feelings of deep fulfillment that are present in the customer’s approach towards the archetype
Here are some questions to help you define the passion:
As a company you are an engine of transformation. Your customer seeks transformation through your solution. Their unconscious search must be clarified, and you know the path to the desired transformation.
Here are some questions to help you define the transformation map:
Time is the real unique capital we have. Here we map out how you shorten the time to approach the desired archetype
Here are some questions to help you define the hourglass:
The 3 Diamonds Model is represented by the aggregation of the 3 Value Proposition models. It represents the rational thinking, the required and special needs and also the inner desire for transformation.
With this understanding, your brand will be able to have a unique and much strengthened position in the market, in order to create real value and bond with customers for a long period.
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Conectar empresas a seus objetivos de expansão, impulsionando resultados transformadores, potencializando o sucesso dos negócios por meio de metas alinhadas e parcerias promissoras.
Através da compreensão dos objetivos de expansão da empresa, desenvolvemos um roadmap de atuação e contamos com uma equipe de profissionais seniores altamente comprometida, oferecendo um processo integrado e personalizado para atendimento dos objetivos de médio e longo prazo.
Desenvolvemos projetos de marketing, tecnologia e inovação que geram valor, aceleram resultados e fortalecem o propósito das empresas de pequeno e médio porte.
O PROBLEMA:
Grande parte das empresas não tem clareza dos seus objetivos, não identifica facilmente oportunidades de expansão ou se perdem na priorização do O QUE e PORQUE aquilo deve ser feito. Assim ideias e projetos facilmente são deixados para trás.
NOSSA SOLUÇÃO:
Nós criamos um ROADMAP ou entramos acelerando um planejamento existente. Atendemos empresas com soluções de marketing e tecnologia de forma integrada e programada. Agregamos e analisamos dados, em cada parte do percurso, para garantir saúde financeira e resultados escalaveis.
Desenvolvida com os mais refinados prompts de grandes consultorias, para guiar na construção do propósito, avatar de sucesso e proposta única de valor.
Consultorias aplicadas em 30 dias nas seguintes áreas.
Em 24 reuniões estratégicas, auxiliamos na implementação de novas estratégias e testes de hipóteses.
Mentorias práticas sob análise de resultados e implementação de melhorias.
Construímos juntos um Road Map e os principais indicadores para monitoramento.
Oferecemos uma equipe de profissionais seniores que irá desenvolver uma estratégia de crescimento customizada para o seu negócio e desenvolver o dia a dia das atividades.
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