Date Added: Jan 2010
Proving tangible benefits help customers make the right decisions. It is best to have one focused benefit that describes "what one stand for". Put this benefit on all the correspondence, business cards, memos, letters, and everything else one can think of. Always explain how and why one can achieve the benefits described. Show the offering benefits as measurable and tangible proof that the offering works. Benefits should include "Loss Prevention" items. Describe the loss the customer will suffer if they do not have the offering. Describe value and benefits in a story, making it as personal as possible. Communicate benefit, uniqueness, and value in an easy to understand presentation.