Startups often try to cram too many features into their messages and include benefits that aren’t differentiated or are irrelevant to their target market. This post covers a method for getting to a more streamlined value proposition.
Everyone has their own favorite way of creating a value proposition. As I have mentioned before I like the one defined in Crossing the Chasm. The format looks like this: For: (bulls-eye customer) Who: (key purchase motivation insight) Our product is a: (customer language) That: (key benefit) Unlike: (key competitors) Ours: (key differentiators) At a …