For value, do your customers know your competitive difference?
VALUE PROPOSITON
Your SMB value
When assessing your SMB's market value, its points of differentiation relative to competitors, the business had better be able to answer a few basic questions:
What's the problem the business will solve for customers?
What is being offered for value and why would it drive people to act?
Why should customers come to you; what makes your business unique?
How does the business communicate; does it reflect a real knowledge of how customers see the business?
Salesforce believes the business must create value, not just provide it. They believe that adding value is the difference between you and competitors. Furthermore, this expert company states that a company must commit to adding value inside the opportunity in a 3 step process:
Forget what business you are in: You are selling emotion and motivation.
Forget the "Big Picture" and focus on added value options like market position and the offering.
Forget what you guess at: What is the value added evaluation and how does it help when pitching concepts to real clients? ("Competitors catch on but they should never catch up.")
Your SMB and its perceived value
Brainrider makes several good points about how SMB owners view themselves inside their markets:
They don't see the company as small; it is simply a business to them
They want access to the same resources and tools that a big business would provide
They are seriously time-pressed so they want access that is findable, relevant and valuable
They know the SMB market is dissimilar where people act and transact in different ways
They know target markets tend to be networked, peer-driven and look to similar professionals and companies for answers and solutions
The SMB value proposition must show that it:
Does your SMB value proposition tell a compelling story?
Your SMB and defining its value proposition
The SMB value proposition must be begin by asking, "Why us?" Every action taken to answer this question should be done in support of this. This means evaluating for:
Messaging
Products and services
Marketing processes
Communication channels and their "Whens?"
Marketing expert Jill Konrath explains the 3 Must-Haves for the value proposition in 90 seconds
Your SMB value proposition takeaways
As Ducttapemarketing claims, if the SMB doesn't offer better value opportunities a sameness with competitors in price is established. Better still, this company shows some solutions in value outside of price points:
Create "We know you" value in the market.
Make a simpler way for customers to understand the offering.
Build "One of a kind" customized products/services for problem-solving.
Create access that isn't generally available.
Show savings, not just in pricing but also in revenue growth.
Offer convenience so customers can acquire new business.