Page 498 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com
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Interest and relevance
Prove that potential customers and partners are genuinely interested and don’t
just tell you so. Show that your ideas are relevant enough to them to get them to
perform actions that go beyond lip service (e.g., e-mail sign-ups, meetings with
decision makers and budget holders, letters of intent, and more).
Priorities and preferences
Show which jobs, pains, and gains your potential customers and partners value
most and which ones they value least. Provide evidence that indicates which
features of your value proposition they prefer. Prove what really matters to them
and what doesn’t.
Willingness to pay
Provide evidence that potential customers are interested enough in the features
of your value proposition to pay. Deliver facts that show they will put their
money where their mouth is.
