Business View Magazine - November 2016

28 Business View Magazine - November 2016 Wiese notes, “It’s easy to get distracted in today’s on- line world. There are a lot of bright shiny toys you can use (email, social media, SEO, etc.) but instead of try- ing to chase everything and do everything, stop and consider who your best customers are, where they are online, and what they need from you to make the deci- sion to buy from you – and KEEP buying from you.” Walk four steps in your Buyer’s shoes… A value proposition explains why your company is the best solution for a customer’s needs. It’s not a tagline or a slogan, it’s a clear statement saying why some- one should buy from you. Here is a four-step starter guide for defining a value proposition by mapping your buyer’s journey: Step 1: Review & analyze recent sales deals based on Ease of Delivery; Profitability; Referability; Cost of Sale. What did your best customers know about you that you can communicate to prospective customers? Step 2: Review your best customers to find common