2 Value Propositions Free Online FlashCards

What does a value proposition explain?

A value proposition explains why a particular group of customers would choose a product or service by connecting their needs with the offering’s benefits.

How does a benefit differ from a feature?

A feature describes what an offering has or does; a benefit explains how that feature helps the customer.

Why should a value proposition target a specific customer segment?

Define a specific customer segment. “Everyone” is too broad because different groups can have different needs and reasons to choose a solution.

What are customer jobs?

Jobs are tasks or goals customers are trying to complete; they can be functional, social, or emotional.

What are customer pains?

Pains are costs, obstacles, risks, or frustrations customers experience before, during, or after trying to complete a job.

What are customer gains?

Gains are outcomes or benefits customers want, expect, or would value beyond their basic expectations.

Do jobs, pains, and gains describe the customer or the product?

Jobs, pains, and gains describe the customer’s situation, not the product. For example, spending too long planning meals is a pain; a recipe-planning app is a possible solution.

What do “products and services” mean in a value proposition?

Products and services are what an organization provides to customers.

What does a pain reliever explain?

Pain relievers explain how an offering reduces a specific customer obstacle or risk.

What does a gain creator explain?

Gain creators explain how an offering helps customers achieve a desired outcome.

When does a feature matter to customers?

A feature matters when customers can see how it relates to a need. Not every feature creates value, and one offering need not address every customer need.

What sentence pattern can help write a value proposition?

Use: “For [specific customer] who needs to [job or goal], [offering] helps by [specific benefit], unlike [current alternative].”