One of the main problems that small to medium size vendors have is validating go-to ideas. You can have a well-thought-out marketing strategy, but without the knowledge about how to implement it. First, you must identify the right industry to target, but also correctly categorize the size and scope of your own business, as well as where your services fit best.
According to a survey done by Gartner on 1.000 decision-makers, IT buyers were two and a half times more likely to close the deal if the value proposition had certain elements. What stood out the most is that they were looking for consumer-centric and quantifiable solutions. To this extent, we’ve developed a 3-step process to assess your business’ key selling points:
- How you stack up against competitors on price-performance
- How you stand out amongst others in the branch
- Your extended proposition (guarantees, case studies, etc)
Rev-Engine’s value proposition is to validate your go-to marketing strategy or ideas. How do we do that? By helping you develop successful campaigns that enhance your brand and differentiate your messaging from your competition. Additionally, we both provide, as well as navigate market feedback, and let you know if you are getting traction with well-qualified buyers.
We aim to include you in all of our sales efforts so that once the process is complete, you will have obtained not only new clients but also the knowledge to attract more in the future. As such, we’ll analyze your past closed deals and your competitors together.
We’ll see what works, what doesn’t, and how to best create segmentation criteria for your potential clients: their needs, desires, and if they’re a good fit for your organisation.
Undertaking all of these steps is crucial, otherwise, you can end up trying to hook in a client that’s simply not a good fit for your services. As an example, one of our own clients told us in the past that they’ve been trying for 10 years to sell to two different types of companies. One attempt took them four years to close, while the other a mere 6 months by comparison because that was their ideal client.
You’ve most likely heard the saying that a well-made business pitch should be able to be presented in an elevator, and that’s for good reason. Time is the most precious resource we have nowadays, and as such, any pitch that’s worth its while can be summed up eloquently in 90 seconds. In order to construct the best offer, we go about a method that is suggestively named:
Our approach focuses on all of your key prospects, and why your potential clients should be interested in what you have to say. Our main channel of employing it is taking over your LinkedIn account, as a lot of profiles there tend to miss opportunities to show potential clients the value that they’d bring to their organisation.
That’s because when interested parties go to your profile, they want to be able to see precisely what you do, and that’s what should motivate them to take action. With 600 million professionals on LinkedIn, you can imagine that having a top-notch profile is a crucial component.
We’ll not only make it consumer-centric but actively tailor it to resonate with your targeted group as well. In order to test the value proposition, we send hundreds of new connection requests every single day, and when the requests are accepted, we continue with follow-ups every three days, until we’ve sent a total of 5 messages, or they reply.
The responses we’ve received so far have of course varied. Some parties wish to talk further details; others engage with comments or questions, and some say that they’re not interested or the timing isn’t right. We log each of these responses accordingly in order to maximize lead generation.
Our methods are based on a lean startup approach. We do not spend any excessive resources on whiteboarding. Instead:
- We construct a sales MVP
- We select relevant targets
- We prepare the value proposition
- We put all the required systems in place
- Our seasoned sales experts help you execute the strategy and garner success
We conduct daily and weekly reviews of what has been achieved and what should be tweaked, until you’re satisfied with the number of leads that we’re getting you. We also record all the feedback that we receive from both yourself and your potential customers so that the value proposition and customer segmentation can be improved in the future.