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Breakout Session The Elevator Speech: Articulating Your Value Proposition

Breakout Session The Elevator Speech: Articulating Your Value Proposition . Ruth M. O’Brien. Articulating Your Value Proposition . Create an ‘Elevator Speech’ that distills all the complexity of the value you provide into an easy-to-remember phrase that your client can easily grasp. Who

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Breakout Session The Elevator Speech: Articulating Your Value Proposition

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  1. Breakout Session The Elevator Speech: Articulating Your Value Proposition Ruth M. O’Brien

  2. Articulating Your Value Proposition Create an ‘Elevator Speech’ that distills all the complexity of the value you provide into an easy-to-remember phrase that your client can easily grasp. • Who • Who are you? • What is important to your business that may be important to your prospect? • What • What is your Value Proposition? • How can you help the prospect’s business? • Why • Why Your Agency? • What makes you special?

  3. Who Are You? • Mission • History • Location(s) • Key People (Background, Experience) • Values • For a specific prospect • How did you get introduced or become aware of each other? • Do you know any people in common? • What is important to your business that may be important to your prospect? (Common Values)

  4. What is your Value Proposition? A value proposition is a short statement that tells your prospect why they should buy from your organization. It is focused on outcomes. • What is your Value Proposition? • Products/Services • Capabilities • Outcomes • How can you help the prospect’s business? • Solve a Problem • Unique Innovation or Approach • Increase Revenue/Lower Cost

  5. Why Your Agency? • Why Your Agency? • Leadership, Expertise, Location, Value Proposition, etc. • What makes you special? • Value, Mission, Connection Points

  6. Crafting the Elevator Speech Sample Template • Our: [Name of Organization, Special Attribute] • Provides a : [Define Offering] • To Help: [Customer Segments] [Solve a Problem] [Unique Innovation/Approach] Determine How Many Floors You Want to Go Up Make it Your Own

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