How To Sell More

Value Props: Why People Actually Buy | Stacey Danheiser

Jan 2, 2024

32:43

Why is your customer choosing your product over competitors?

You may THINK you know why… but there’s a really good chance that you don’t.

Businesses often make the mistake of assuming their perception of value aligns with their customers. For many, this means lost sales and fewer opportunities for growth.

This week, Mark is joined by Stacey Danheiser, founder of SHAKE Marketing Group and co-author of Value-ology, to talk about value propositions and customer-centric marketing. Stacey’s been in the game for over 15 years, shaking things up in the telecommunications, cable, and financial services industries with her customer-first strategies. In this episode, she shares how she’s helping B2B companies stand out and grow.

Here are some of the topics Mark and Stacey discuss in this episode:

Why value, like beauty, is in the eye of the beholder
The #1 mistake even the top marketers make
Why in-depth customer research is so important
Ways your most loyal customers will surprise you
How to create, communicate and deliver value
Why every step of the customer’s life cycle is important
Understanding your industry’s “table stakes”
Using customer feedback to successfully close the loop of your customer journey
How Stacey’s favourite quote “Just because you’re unique doesn’t mean you’re useful,” can help you find your value proposition
Reasons to look at the patterns emerging from your current customer base
Four key strategies for developing a value proposition
How to avoid the “sea of sameness” in your industry
The importance of understanding your company’s goals and aligning them across every department