Know Your Value Proposition Hardeep Girn, Managing Director Know My Business®

Preparation and knowing your customer Establishing Relationships Let’s get started Brand Preparation and knowing your customer Establishing Relationships Markets Needs and Reaching Commercials

Understanding Brand before Building Relationships

Changing Times Source: McCrindle Research

Beliefs Benefits Needs Relevance Our Definition Value Proposition What is a Value Proposition? Beliefs Benefits Relevance Needs Value Proposition Our Definition The benefits associated by consuming your product or service and the alignment to the beliefs and needs of the individual or business What is your business

Beliefs Benefits Needs Relevance Value Proposition Break down of the Value Proposition Beliefs Culture, religion, brand, ethics, process, age, locality, sex, social standing Benefits Cost savings, innovation/reputation, risk reduction, revenue, market share, legal Relevance Unique, market leading, networked, endorsed, trusted, service to suit lifestyle, segment focus Needs Life stage, business operation, review, need creation, leisure, security Value Proposition What is your business

Case Study: Making a value-based connection with South Sydney Membership of South Sydney Chamber Filmed interviews with local businesses Engagement with local suppliers South Sydney Business Roundtable discussion Today’s presentation meeting other businesses Sponsorship of Family Business Australia Show and Tell – Miranda based Sandhurst Fine Foods

Your business description and market position Regular Review – The Value Proposition Template Quarterly Review on: Your business description and market position Key products and services Unique selling points Pricing position Positioning against the competition Target segments of business

Exercise So, what do you do?

Have a clear understanding on: Doing Your Research / Knowing Your Target Have a clear understanding on: What is my best type of customer, that I want to replicate? What product or service give me the best return on effort? What is my capacity to handle more work? Preparation: Review all sources of information. E.g. Internet (company profiles, social media), connections, reputation, positioning This positions you well to gain confidence in leading to expected outcomes.

Support Staff / Senior Manager Are Your Talking To The Right Person? Decision Maker Financial Accountant Support Staff / Senior Manager Executive Assistant You

Maintain a relationship not a financial expectation Meeting Face to Face Make it informal Don’t be afraid to talk about your personal experience Talk about what is relevant – consider tone of voice Show your character Time the meeting based on the environment Talk purpose Finalise with outcomes Maintain a relationship not a financial expectation

Questions and Contact Information Email: hardeep@girn.com Mobile: 0401 088 588 Follow Us on LinkedIn Company Page http://www.linkedin.com/company/know-my-business