What’s your win rate? Is it hitting
the 80% mark? If not, why not? Do your products and services create exceptional
customer value? What jobs are your customers trying to get done? Do your Value
Propositions help your customers get the job done better than any other
available option? Does your Value Proposition create a unrivaled differentiation?
If your win rate is just 60% it means
40% of all the effort in your sales process is total and utter waste, very
expensive waste. Think about it!
What about your core customer? Let’s
call him Frank. Have you a clear definition of Frank’s profile? The core
customers are buried within your existing customer base and as they drive
profitable growth, pay on-time and are evangelists of your brand you must know
who they are!
Does your brand promise speak to this
person? Do you have KPIs to back up your brand’s promise?
Domino’s Pizza has a 30 minute or
your money back guarantee to their brand promise. What’s yours?
Growth Tools
All tools are free to download,
practical, effective and simple to deploy, all conform to the One Page KISS
Rule and are designed to help you turn your vision into action and strategy
into sales.
The following tools will get your win
rate up and drive a clear path of differentiation to help you win and dominate
your market.
The Value Proposition Canvas is the
work of Alex Osterwalder and the Business Model Generation and Finding Frank
has its roots in The Rockefeller Habits and Robert Bloom’s Inside Advantage.
