TRY THIS: Identify and sell to each customer’s needs. Customers may need a product or service for different reasons or end goals. Show them why your product or service can benefit their utility, social gains, emotions, or savings.
RESEARCH SAYS: Gain creators are aspects of your product or service that create customer gains. Great value propositions focus on the area where your product or service can make the most impact (Perlow & Weeks, 2002).