The Value of the Value Proposition

Are you more interested in Results or in Aesthetics? If you replied "results," then you should be using a Value Proposition. Value Propositions are succinct statements based on Outcome and Results and not on methodology or process.

I was first introduced to VP by Jill Konrath. Headlines from her articles appear from time to time in the right sidebar of rainmakerwebsites.com. (If you are trying unsuccessfully to sell to large corporations, you have to get to know Jill. Her book, Selling to Big Companies, is one of the best books for closing corporate accounts.)

Drew Stevens wrote an article explaining Value Propositions and how to develop a VP.