By Kelly Lawrence, Founder & CEO, Lawrence Innovation

How will you deliver significant growth in 2021 and beyond? We discussed the top growth driver is understanding customer unmet needs – in other words having a value proposition. Asking “So, what?” is a start, but if you aren’t matching the need to the customer, it doesn’t matter. Read on for key considerations to developing a winning value proposition that yields significant growth results and will help you maximize ROI on your sales, marketing and R&D investments.

·       Who are your customers?

·       What jobs are they trying to do?

·       What problems will your product/offer solve?

·       Why do they buy from you?   

·       Why do they buy your offer?

·       Why don’t they buy more from you?

·       Will they pay more?

·       How does your offer improve their current condition?

·       Are they seeking alternatives?

·       What do they hate about buying from you?

·       Why do they buy from you despite what they hate?

·       What do they love about buying from you?

·       What do they hate about buying from your competitors?

·       Why do they buy from your competitors despite what they hate?

·       What problems does your product/service not solve?

·       What problems are most important to your customers to be solved?

·       How are they solving these problems today?

·       What does it cost them if they don’t solve these problems?

·       What does it cost them if they do solve these problems?

·       What else would they buy from you, given the opportunity?

·       Where do they buy?

·       Where do they learn?

·       Who and what influences them and their buying decisions?

·       Who else has a need for your offer?

·       Where are they located?

·       Where do they go for information?

·       What are your competitors doing?

·       Why are they doing it?

·       What’s happening in the world and how might it affect your customers’ condition?

·       What will you do to improve their condition?

How confidently can you and your team answer each consideration? What are you doing to better understand your customers’ needs? What will you do differently starting now? Let us know . We’d love to hear your thoughts. Contact us .