How do the most important needs, solutions, and value adds affect your relationship with your customer?
Now we need to map out your relationship with your customers based on the needs, solutions, and value-adds you prioritized in the last template. Copy and paste the needs, solutions, and value-adds into their respective boxes on the StacDek Value Map Part 3 PDF.
Communicate Value
Your relationship with your customers can be explained by your answers to three fundamental questions.
Once you have clear answers to these three questions the rest of your business should be built around facilitating and improving each of them. These questions represent the three most important steps in the value cycle. They are the most important because, without them, you don't have a business. The rest of the value cycle represents critical steps required to enable your company to create, deliver, and capture value.
The StacDek Value Map Part 3 is designed to help you map out these three critical steps in alignment with the most important things your customers want and your business offers.
Let's start with the first step in the customer relationship, how do you communicate the value you create for your target customer? Look at the most important need that your customer has; it should be number one in the customer needs box. Now look at the most important solution that you offer; it should be number one in the solutions box. Try to write a sentence connecting that customer need to your most important offering. Here's an example of how to make a sentence
Business type: An insurance company
Most important customer need: Financial security
Most important business solution: Financial protection from property damage
Sentence communicating value: We help you have financial security by protecting you from unexpected property damage.
Side note: This should be pretty straightforward; if your top solution doesn't align with their top need, then you need to go back to the value map part two and reconsider the top solution and needs based on the value stick.
Now is there another important need that your customer has that is also met by your solution? Maybe there are a few, choose the most important one or two and try to incorporate them into your Value statement. Here's an example of how that works using our insurance company example.
Two other important customer needs: 1. Peace of Mind. 2. Protection for their investment.
Updated sentence communicating value: We help you have the peace of mind that comes from financial security by protecting your investments from unexpected property damage.
In one sentence, we address the top three needs of our customers and connect them to our most important offering. But let's not stop here, look at your customer's 2-3 most important value ads. Let's see if we can incorporate at least one of these into your value statement. The value statement will usually be 2-3 sentences, so don't try to jam everything into your first sentence. Let's pick up with our insurance company example.
Two important customer value add's: 1. Honest pricing. 2. Great customer service.
Updated sentence communicating value: We help you have the peace of mind that comes from financial security by protecting your investments from unexpected property damage. Our honest pricing and great customer service make getting the coverage you need simple.
Are you starting to see the power of a well-designed value statement? We aren't wasting any time addressing the value your customer wants to buy and connecting that to your offering. We aren't finished yet, though, the last step is to incorporate one or two of your company's value ads. Here's an example using the insurance company.
Two important business value add's: 1. Dedicated agent. 2. Simple policies.
Updated sentence communicating value: We help you have peace of mind and financial security by protecting your investments from unexpected property damage. Our honest pricing and simple policies make it easy for your dedicated agent will help you get the coverage you need.
Ok, that's it. Don't worry if it's not website ready. What you have now is a clear statement that outlines the value you create for your customers.
How do the most important needs, solutions, and value adds affect your relationship with your customer?
Now we need to map out your relationship with your customers based on the needs, solutions, and value-adds you prioritized in the last template. Copy and paste the needs, solutions, and value-adds into their respective boxes on the StacDek Value Map Part 3 PDF.
Communicate Value
Your relationship with your customers can be explained by your answers to three fundamental questions.
Once you have clear answers to these three questions the rest of your business should be built around facilitating and improving each of them. These questions represent the three most important steps in the value cycle. They are the most important because, without them, you don't have a business. The rest of the value cycle represents critical steps required to enable your company to create, deliver, and capture value.
The StacDek Value Map Part 3 is designed to help you map out these three critical steps in alignment with the most important things your customers want and your business offers.
Let's start with the first step in the customer relationship, how do you communicate the value you create for your target customer? Look at the most important need that your customer has; it should be number one in the customer needs box. Now look at the most important solution that you offer; it should be number one in the solutions box. Try to write a sentence connecting that customer need to your most important offering. Here's an example of how to make a sentence
Business type: An insurance company
Most important customer need: Financial security
Most important business solution: Financial protection from property damage
Sentence communicating value: We help you have financial security by protecting you from unexpected property damage.
Side note: This should be pretty straightforward; if your top solution doesn't align with their top need, then you need to go back to the value map part two and reconsider the top solution and needs based on the value stick.
Now is there another important need that your customer has that is also met by your solution? Maybe there are a few, choose the most important one or two and try to incorporate them into your Value statement. Here's an example of how that works using our insurance company example.
Two other important customer needs: 1. Peace of Mind. 2. Protection for their investment.
Updated sentence communicating value: We help you have the peace of mind that comes from financial security by protecting your investments from unexpected property damage.
In one sentence, we address the top three needs of our customers and connect them to our most important offering. But let's not stop here, look at your customer's 2-3 most important value ads. Let's see if we can incorporate at least one of these into your value statement. The value statement will usually be 2-3 sentences, so don't try to jam everything into your first sentence. Let's pick up with our insurance company example.
Two important customer value add's: 1. Honest pricing. 2. Great customer service.
Updated sentence communicating value: We help you have the peace of mind that comes from financial security by protecting your investments from unexpected property damage. Our honest pricing and great customer service make getting the coverage you need simple.
Are you starting to see the power of a well-designed value statement? We aren't wasting any time addressing the value your customer wants to buy and connecting that to your offering. We aren't finished yet, though, the last step is to incorporate one or two of your company's value ads. Here's an example using the insurance company.
Two important business value add's: 1. Dedicated agent. 2. Simple policies.
Updated sentence communicating value: We help you have peace of mind and financial security by protecting your investments from unexpected property damage. Our honest pricing and simple policies make it easy for your dedicated agent will help you get the coverage you need.
Ok, that's it. Don't worry if it's not website ready. What you have now is a clear statement that outlines the value you create for your customers.