Thread by @EvergreenMEP

#Startups often get lost in the noise & don’t provide customers a reason to buy.

Positioning solves this problem, generates buzz and lands #sales.

It’s hard to get started. Here is a simple process to begin positioning now.

A thread .. it starts with some simple questions.👇

1.) What's the specific problem you are trying to solve (the more specific the better).

> How do you make the person (b2c) or company better (b2b)

> what is the specific ROI expected (more on ROI in this thread

https://twitter.com/evergreenmep/status/1493994607167905801?s=21

NOTE: Avoid jargon and industry buzzwords here. Explain like over dinner with friends.

Next, you need to think about the person. 👇

2.) Who are you solving the problem for? (target customer)

> Business or consumer?

> Target industry or company size?

> Buyer and user (HR, finance, etc)?

Now, you need to see how interesting you really are. 👇

3.) How are you solving it differently than has been done in the past?

> Do you solve the problem differently?

> Will it drive higher ROI?

> Do you provide a better experience, support, etc.

NOTE: For each differentiator, ask yourself “does it matter to my target customer”.

You’ll be surprised how often the answer will be no.

Customers often want simplicity and better service. Companies often view differentiation as more features.

Big mismatch.

Last, it’s time to be brutally honest with yourself. 👇

4.) Do you have proof these differences matter to the target customer?

> What stories can you tell that indicate impact?

> Do you have customer quotes or case studies aligned with differentiation?

NOTE: Often quotes and case studies have nothing to do with our perceived differentiation. This usually means customers value something else.

In summary, here’s how to position your prod/service:

1.) Identify specific problem solved

2.) Target who your solving for

3.) Define how your solving differently

4.) Create the stories of solving successfully

Easy as that!

Not really, this is hard and often evolves. But challenge yourself to work through the process.

It will provide clarity to every decision going forward.

For more like this, please follow @EvergreenMEP.

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