5. Value Propositions

Question 1

What is a pain reliever?

Answer 1

How does your product:
- produce savings (time, money or efforts?)
- make your customers feel better? (kills frustrations, annoyances, things that give them a headache)
- fix underperforming solutions? (new features, better performance, better quality)
- ends difficulties and challenges customers encounter? (make things easier, helping them get done, eliminate resistance)
- wipe out negative social consequences? (loss of face, power, trust, or status)
- eliminate risks (financial, social, technical risks, or what could go awfully wrong)

Question 2

What is a value proposition?

Answer 2

A value proposition is a statement that explains how some bundles of your products and services address the important jobs, alleviates the extreme pains, and creates the essential gains that a customer cares about.

Question 3

What is a gain creator?

Answer 3

• create savings that make your customer happy?
• produce expected or better than expected outcomes?
• copy or outperform current solutions that delight customer?
• make your customer’s job or life easier?
• create positive consequences that customer desires?