so what, and why should i care about your startup …...so what, and why should i care about your...
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So what, and why should I care about your startup proposition ?
the right message for the right market
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start with ? …
… what we do, for baseline clarity
… why, because Sinek says so
… benefits to the user
… user needs or problem statement
… pains and gains
… differentiating USP
… so what, and why they should care
… a credible reference story
… who we are, emotional connections
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a value proposition explains how your product solves problems (pain) or creates new capability (gain), the outcome benefits and competitive differences.
value proposition ?
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a value proposition explains how your product solves problems (pain) or creates new capability (gain), the outcome benefits and competitive differences.
a target market is a group of real live people who benefit from that value proposition.
value proposition ?
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Find a market where your proposition meets some need, or
Modify your proposition to meet the needs of a market.
value proposition ?
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Find a market where your proposition meets some need, or
Modify your proposition to meet the needs of a market.
value proposition ?
I find out what the world needs, then I proceed to invent it. Thomas Edison
Great products start with a specific need.
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One product or service can have multiple value propositions for different target markets.
value proposition ?
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One product or service can have multiple value propositions for different target markets.
value proposition ?
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One product or service can have multiple value propositions for different target markets.
but, the underlying company or brand values must be consistent.
value proposition ?
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technology adoption lifecycle
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I know I have the problem, I want a vision and solution.
• Why the business/solution exists use the golden circle
• How the business delivers
• What the business does to deliver
new early market
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I don’t know if I have the problem you solve, or care about your solution.
• What problem you solve: pains and gains
• How the business delivers
• What the business does to deliver
new early market
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If a prospect asks for references or hard ROI benefits, they are probably a mainstream buyer.
Selling them an early market solution will be painful, and is unlikely to cough up a reference.
new early market
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The problem and solution are understood by the market, how are you different ?
• What can you do for me: pains and gains
• Why should I care: benefits and differentiation
• Why should I believe you: references
mainstream market
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technology adoption lifecycle
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Hans Baumhardt
originally published on http://www.hjbconsulting.uk/blog/so-what-startup-proposition/
tech startup founder | investor | advisor
read more at blog.hansbaumhardt.com