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Chapter
5

Refine your value propositions

You have brainstormed five value proposition statements, now it is time to see which ones are the most effective!

Test out your 5 value propositions

As you go out into the world and speak with potential clients and others in your professional network, begin testing out your value propositions. No, don’t read out all 5 to one person–unless it’s to your best friend! But when you meet a potential client or bump into an old colleague at the grocery store, try out one of your value props in conversation and see how it resonates.

Pay attention to the feedback you get. Here are some questions to ask yourself after testing out one of your value proposition statements. Feel free to use the accompanying workbook exercise to reflect on the feedback you get, and revise and iterate from there. ‍

  • Are people asking clarification questions? Are these questions out of confusion or curiosity?

  • Do they seem interested and engaged?

  • Do they frequently think of someone who might need your services?

  • How does it feel saying those value props? Do they feel clunky or natural?

  • Which feels the most compelling?

If you have close collaborators or clients that you are comfortable with, we also recommend sending these over to them and asking for feedback. Have them rank which value props are the most compelling and speak to their needs the most. Remember, your value proposition should be constantly improved and adjusted based on the audience you speak to. Here is an example of refining a value proposition statement after receiving feedback that it is too vague:

Before: We help teachers to organize their workload by creating technological shortcuts.

After: We help K-12 teachers to organize their administrative workload by creating technological shortcuts that streamline processes.

There you have it: A process to attune and refine your best value proposition!

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