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

2. Preparation and knowing your customer Establishing Relationships
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Brand
Preparation and knowing your customer
Establishing Relationships
Markets Needs and Reaching Commercials

3. Understanding Brand before Building Relationships

4. Changing Times
Source: McCrindle Research

5. 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

6. 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

7. 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

8. 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

9. Exercise
So, what do you do?

10. 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.

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

12. 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

13. Questions and Contact Information
Mobile:
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