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 solves their issues or better fulfills their needs.
RESEARCH SAYS: Pain relievers are aspects of your product or service that lessen specific customer pains. Great value propositions focus on the pains that matter to customers and help them the most (Perlow & Weeks, 2002).