value proposition Archives - Canadian Small Business Women

Jul 11 2018

Develop your brand now to avoid disappointment later

It’s not uncommon for businesses to push through their initial launch only to realize that they haven’t really done any foundational brand work. In the long-run, this can actually have a negative effect on your overall business growth. After all, if you don’t figure out exactly who you are, how are your customers supposed to know? But, what does branding even mean? And how much work do you need to do to develop it? Some business owners feel like they just need to develop a product or a logo and it will all magically fall into place. It’s not quite that simple.

Not only does creating a strong brand help you stand out among your competitors, but it also allows your audience to connect with you on a more personal level. A stronger connection to your audience generally means better revenues and long-term loyalty.

Skipping over the brand development phase, you run the risk of no one knowing who you are and an inconsistent marketing and communications strategy that will confuse your target audience. And remember… branding is not just logo development. Your logo is just a visual representation of the brand you have developed.

Brand Factors

When it comes to brand development, certain factors like industry, audience, and geography will affect your approach, however, below are brand factors that you will always need to address for your own brand development:

Audience Segmentation: Figure out who they are, what they want, what they need, and how they want to get it.
Value proposition: Decide what value you bring to your target audience and how is it different than your competitors.
Brand messaging: These are the main points that you can use to talk about your brand. It will form the base for all marketing and communications content you put out there.
Brand identity/personality: Your messaging shows what you are about, and your brand identity showcases your values, ethics, and the characteristics that really make you you.
Brand story: Take your messaging and brand identity one step further by crafting your organizational story. Focus on the people and the things that are most important to you.

After you have gone through all of these things, you are well-equipped to create your logo and build your website and web content based on what would appeal to your audience and showcase your brand story.

WHAT HAPPENS NEXT?

Now that you have this great brand developed, you need to think about how you can establish a long-term presence with it based on three things:

Consistency: Maintaining consistency when it comes to colours, messaging, tone, and all of your brand’s defining factors is important so your audience knows what to expect from you. It also helps with brand recall (your audience will remember and recognize you based on your marketing efforts).
Adaptability: While you need consistency, you also have to be adaptable when it comes to evolving your brand over time. Your audience and their needs will likely evolve over time and it’s important that you don’t get left behind because you haven’t kept up.
Storytelling: Weaving storytelling through everything you do will allow you to better connect over a long period of time with your audience. You took the time to develop your brand storytelling based on what your audience might want, so use it!

Brand development, while often overlooked, is an important part of the process when you are starting a business or when you are going through organizational change. It will set you up for future business success.

Candace Huntly is Founder and Partner at SongBird Marketing Communications, an award-winning agency working to take organizational and individual brands to the next level. With a passion for all things related to creativity and strategy, she specializes in business intelligence, marketing & branding, content strategy & development, media & influencer relations, and social media. Basically, if you need to put your brand, product, or cause in the public eye, she will find a way to do it, while making the approach unique to you.

Connect with Candace

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Jul 05 2018

What’s YOUR Unique Value Proposition?

When was the last time you reviewed your Unique Value Proposition, or made sure it applied to your new products or service? Now is a good time to make sure your proposition speaks to the audience you intend to serve.

It’s tough to experience the success you’ve looking for if you don’t have something that sets you apart from your competitors. In case you’re new to this concept, we are referring to your unique value proposition (UVP), also called your unique selling proposition. Why should someone buy from you vs. anyone else? What’s the extra value can you offer? Take a close look at what you want to offer to people as part of your business model, then be prepared to answer the following questions from the start of your business, and continuously thereafter. These seemingly easy questions need to be answered:

1. What do you offer?

Lay out the details of the product or service you plan to sell. What are its features? What does it do and what does it look like? For example, is it a 7-day e-course on how to set up a WordPress blog? Is it a 6-month coaching program that gives people direct access via email and Skype to you personally? Be very specific.

2. How does it solve customers’ problems?

How does your product offering solve your customers’ problems? State the problems your customer is facing, which you know from doing your market research. Describe how each feature of your product or service solves those problems. Think about how your customer would see your solution, not knowing you at all. If you can answer the question “What’s in it for me?” (WIIFM) from the customer’s point of view, you’re already halfway there.

3. What’s different about it?

You must create a product or service that is distinct from your competitors. While it is possible to be successful by creating a “me-too” business, it will be much more difficult. How is your solution different from other people’s solutions? Are you offering something extra, such as training or additional services? Do you offer your product in multiple formats, such as audio and video? Do you provide extra tools to make your solution easier to use? If you can’t identify any features that are different about your product, now is the time to go back and create something.

4. Why should someone buy from you versus your competitors?

This will be one of the most important parts of your sales copy. It will also be the toughest part of creating your UVP, by far. Connect the problems your potential customers are facing, the features of your product, and how they solve those problems. Then pull in your extra “proof” of why people should buy from you.

Your testimonials of how well your solution works is great social proof. You might have a track record of experience in your industry. You could also have great examples of your solution in action. Which of these are most important to your market? Pick one or use them all depending on what you think your prospects need to hear.

If you really understand what your target customers want, and what your competitors are already offering, you’ll be able to identify just what you can add remarkable value, because you took the time to do your market research. When you put these pieces together, you’ll have your Unique Value Proposition. What’s Your Unique Value Proposition?

Barbara Jemmott is the founder and business strategist at Your Entrepreneurial Spirit. Her 4-point YES to Customer Acquisition Program (C.A.P.) allows her to work her passion which is helping entrepreneurial women grow their audiences and income, online. She got here through her 20+ years of experience helping businesses understand and implement systems, strategies and procedures to increase productivity as well implement change and streamline operations. With experience and responsibilities to design, develop and deliver training for small to large technology training initiatives for Fortune 100 companies, she brings “Big Business” expertise to the small business space. Learn more about Your Entrepreneurial Spirit and the YES to Customer Acquisition Program at www.yourentrepreneurialspirit.com

Oct 21 2014

Your Brand Values and Governance Model: Developing Your Content Strategy

Part 2 of a 6 part series on Content Strategy for Your Business

In the first post in this series, I outlined what a content strategy is and why it’s a critical part of your digital business model. Over the next 5 weeks of this series, we’ll go through a full content strategy, but where to start? Sometimes it’s best to start at the end.

Governance: Start Your Strategy at the End

When it comes to Content Strategy, A Governance model is perhaps the most important factor. Why? Because if you understand up front what it will take to create, measure and maintain your online business communications, you will be more realistic and strategic when you develop your content strategy. In this post I’ll outline what your governance model will include, and then go into some detail on the creation of the first piece of your content strategy and resulting governance model.

What do I need to Govern?

Online business communications are the basics on your website, which might include

Your Home page
An “About Us” page or section
A services Section and/or product pages
Your contact page
Campaign based landing pages

Depending on your business goals, it might expand to include content marketing such as

Email communications such as e-blasts or newsletters
Blogging or articles
Info graphics or tools

And depending on your customers and where they are in the sales funnel, it might include brand awareness tactics like

Social media: Twitter, Facebook, Linked IN, Instagram, and Pinterest…
Influencer marketing

Governance of your content strategy means managing these communications, and it is like running a second business, your digital business. It is part marketing, part sales, and part corporate communications. And like any business, you need a plan: that’s what Governance is.

Your Governance model brings together all of the pieces of your content strategy into a structured, executable plan of action. Putting a realistic and actionable governance model in place means being very clear about your brand values and goals, your customer needs, knowing which platforms your ideal customers are using, and which blend of content types will give your brand voice consistency and regularity, and then putting it all in a calendar.

A Governance Model Outline

Your governance model will be made up of:

1) A clear statement of your brand purpose. This can be in the form of a mission statement, or it can be in the form of a message map, elevator pitch, or Value proposition (also sometimes called a unique selling proposition or USP).

2) A customer avatar or persona that describes your ideal customer

3) A clear idea of the conversion funnel for your ideal customer and which content types, on which platforms are likely to reach them.

4) An editorial calendar outlining when and what you are going to create or curate and some handy tools to keep it all running smoothly.

These things need to be written down! Don’t keep it all in your head. I keep my governance model in front of me in the form of sticky notes and charts pinned to a large piece of foam core that serves as my content strategy whiteboard. Knowing that these are the building blocks of your content strategy governance model, you can sketch them out very high level, and over the next 5 weeks we’ll fill in the blanks, starting this week with Brand Values.

Your Brand Values: Let’s Clarify

What are your brand values, and what are your business goals? By getting this down very clearly you will have some good material for your About Us page and a guide that will help you with your future content, customer, and platform decisions. The problem with typical mission statements is that they are very high level and often include a lot of jargon. For this reason I prefer to create more tactical artefacts, such as a Message Map or Value proposition.

Build a Message Map

A message map is perhaps the most tactical artefact you can create. It is quick and relatively easy to put together and is a good guideline document if you need to write something quickly such as a product launch announcement, or if you need to give something to your employees so they know the talking points on a particular product, initiative, or your business generally. CEO’s or PR writers use message maps if they are preparing to do a media interview, for example, or write a press release.

Watch this video about message maps, or use this basic formula, starting with a Twitter-friendly headline. This means a short, maximum 140-character statement about your brand or product. Then, write down 3 key points about your brand or product, making sure they are short bullets. Finally, for each of those three points, come up with a few supporting facts, statistics, or stories that bring the point home.

Clarify Your Value Proposition

Creating a value proposition using this template from copyhackers will give you a little bit more range of options in terms of how you might talk about your brand as a whole. Copyhackers has an excellent suite of worksheets and tools for all aspects of content strategy and a great process for figuring out your value proposition, that has you think about your brand and your service(s) or product(s) by filling in this grid. In the left-most column, write down all of the statements you can come up with that describe the benefits or features of your brand, service(s) or product(s), then really ask yourself if that statement gets a “tick” in the boxes to the right. When you have a statement that ticks all the boxes, you have a great value proposition!

My favourite tool is taken from the book “Gamestorming” because it brings customer target into the mix, and it is visual and easy to fill in the blanks. Try to make a few of these until you find a combination that feels right.

Once you have a clear idea, or collection of ideas and statements on what you have to offer as a business, the next step is having a very clear picture of your customer: knowing what they want, and where they are going to find it.

Over the next 3 installations, we’ll cover

Your Customer: figuring out what your customers want, who they are, and where they are.
Social media strategy: we’ll answer the question: do I need a website AND do social media? (The answer is, yes!)
Editorial and Content types: we’ll look at creation vs curation and finding the right balance for your brand and your customers, and why you need a schedule. Regularity and consistency is key to building audience.

This sounds like a lot of work

I could spend all of my time on creating and maintaining content. But obviously then I wouldn’t be running my business. Every business owner has to be a sales and marketing pro these days, however, and much of that sales and marketing activity is contained within the governance model of your online content strategy. It’s important to find the right balance-or governance model-for your business.

For more resources and information on Content Strategy and to download a detailed description of what content strategy entails, go to analyticalengine.ca/resources or download a Content Strategy Info graphic at http://bit.ly/1qY9tYp.

Christine McGlade is a Business Analyst, Content Strategist, and Usability Consultant. With over 25 years experience in the media business, Christine helps small business, social enterprise, and Not for Profits how to leverage the power of the Internet to grow their business. Learn more about Christine at analyticalengine.ca